December 6, 2016
The Gentle Art of Closing The Sale [Part 1 of 2]
You nailed it! You just delivered the most awesome sales pres - and it landed…
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November 21, 2016
11 Ways To Ask For The Sale [Part 2 of 2]
Closing the deal - in its highest expression - is about helping people overcome their…
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September 12, 2016
The Most Critical Lesson of All: Protecting Yourself Against Common Negotiation Tactics [Part 3 of 3]
In part three (of 3) in this series on “The Most Valuable Lessons I Learned…
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June 27, 2016
The 24 Tactics That Win Negotiations [Part 2 of 3]
This post is the second in a series on negotiation and the most pivotal business…
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June 17, 2016
The 5 Most Valuable Lessons I Learned From the World’s Top Negotiators [Part 1 of 3]
'Negotiation' is usually boxed into the loosely linked group of “Sales and Marketing”. This often…
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May 31, 2016
The Secret Science of Engagement: COMMUNICATION CONGRUENCE
Dealing with people who are poor influencers is like eating cereal without milk. You can get the…
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May 20, 2016
The Problem With Winning Friends and Influencing People
Learning to sell is a funny pursuit. On the one hand, you’ve got these mad-keen…
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April 21, 2016
8 Factors That Determine A Negotiation Outcome
Negotiation is an awareness sport - the more you have, the more likely you'll win.…
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April 7, 2016
How to Create Certainty For Customers (The 3 Things Stopping Them From Buying From YOU)
Let’s start with a simple intention statement: selling is about shifting a customer’s level of…
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March 3, 2016
[OBJECTIONS] How Your Fears Become Their Fears
A student asked an interesting question during a recent sales training session around handling customer objections.…
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