One of the most terrifying words in the English language is ‘NO.’ It’s the spoken expression of rejection, and it can really sting. For those who work in sales or jobs that involve heavy amounts of negotiation, and interpersonal communication the word ‘NO’ sounds like a death sentence. And a long-term string of NO’s can […]
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To negotiate successfully, understand each potential client needs a different negotiation style. Which negotiation approach you use depends on your client’s personality. Below, we’ve outlined four basic personality types and the best ways to negotiate with each. Type 1: The Choleric Choleric people, sometimes known as “drivers,” are “bottom line” people. They like to get
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For some people, having to speak in public is the most feared situation on earth, second only to death. Many people experience panic attacks during public speaking that make them feel like they’re actually dying. A phobia of public speaking can derail a negotiation, but it doesn’t have to. If you fear public speaking, read
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Automation software can be greatly beneficial for sales and marketing professionals. Not only does it make sales processes and marketing campaigns easier to design and launch, but it can enable a sales team itself. A variety of sales enablement tools exist, each offering a different way to manage your sales and marketing team. Here’s how
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In the sales world, there are several types of negotiators, each with their own approach, habits, and tools. Negotiations with different companies usually call for different types of negotiators. The “people pleaser” tactic might not work on someone who wants to play hardball. Therefore, the key to understanding how to customize your negotiation skills is
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The goal of every successful salesman is to turn leads into customers and customers into long-term relationships. This may come naturally to some, but to most, it is an ongoing effort. The key is in the baby steps. Give your customers multiple opportunities to “win” along the way. Throughout the customer lifecycle, make sure you
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Bosses and their employees alike fear the dreaded performance review. While it is an extremely useful tool for corporate managers and employees, any criticism delivered incorrectly can easily backfire and cause a loss of motivation. The main purpose of a review is to give your employees feedback, offering them advice on their weak points and
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In any situation, the appropriateness of cursing, slang, and other forms of taboo language always hinges on questions of time, place, and manner. With all forms of persuasion, context is crucial. In the context of negotiation, emotionally charged appeals can be a slippery slope, most often better to be avoided. There are always exceptions, but
What Not to Say: Slang Terms Over the Last 100 Years Read More »
Many people categorize negotiation as a battle between two competing wills, each driven by naked self interest. We do not find that to be the case. Yes, negotiation is a sort of battle of wills, but not in the sense that statement implies. The famous German philosopher, Jurgen Habermas, the father of the philosophical concept
Negotiations Lifehacks: The 3 D’s of Negotiating Read More »
There are certain personality traits and characteristics that enable an individual to be successful at sales. Temperaments, ways of approaching people, and even external appearance can all be a huge influence on a salesperson’s efficacy with clients. Most of these traits are applicable to more than sales, too; they’re valuable life skills that will travel
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