Your deals shouldn’t feel like wrestling matches, but they do. Buyers know more than they ever have and push back harder. Procurement gets more aggressive. And your best reps are burning out chasing deals that drag on forever, only to hear the same old lines: “We need to think about it.” “Your competitor quoted 30% […]
Mastering Strategic Sales with Enhanced Habits and Tools Read More »
The old way of selling is broken. Golf outings, dinner meetings, relationship building over drinks—it’s not working anymore. Your buyers show up knowing everything about your competitors. Procurement departments want value, not friendships. But here’s the thing everyone gets wrong: relationships matter more than ever. You just can’t build them the old way. We’ve worked
Insight Over Discount: The Modern Challenger Negotiator’s Field Manual Read More »
Over the years, one thing’s become abundantly clear to me: how you communicate and influence others plays a big role in how far you go in your career. Emotional intelligence doesn’t just shape your career path—it’s also closely tied to your salary and potential for promotion. In 2023, Truity introduced a validated Emotional Intelligence model
The 7 Most Important Communication & Influence Skills for Career Growth Read More »
Negotiation is an essential part of life for anyone in a business or sales industry. To be successful and achieve your goals, you must be able to complete a successful negotiation. That is a skill that is learned over time, but certain challenges can arise, even for the most experienced negotiators. Negotiating with difficult or
A Step-by-Step Guide to Negotiating With Difficult People Read More »
For many years, emotions have not played a significant role in business and sales circles. Many people believed the best way to achieve your goals in a sales setting was to remove the emotional aspect from it completely so that you could focus solely on making a successful business. In recent years, however, experts have
The Power of Emotional Intelligence in Sales Read More »
Negotiation is an art that requires skill, knowledge, and patience. It is a procedure in which two parties work together to find a solution to a problem or come to an agreement on something. Negotiation concessions are an integral part of this process. They entail yielding, compromising, or conceding to the requests, demands, or offers
Negotiation Concessions Explained Read More »
Having a strong groundwork for negotiations can allow you to be more confident during discussions and lead to better outcomes. When you are required to negotiate often for your business and your clients, it’s essential that you have a systematic approach to negotiations that is flexible and dependable. No matter how negotiations play out, it’s
A Classic Negotiation Framework Read More »
In any male-dominated industry, women often have to work twice as hard for the same positions and the respect of their peers. From marketing departments to the legal field, women have been breaking the glass ceiling in terms of bringing more female empowerment to the workplace. Supporting women begins with taking a more forward approach
A Woman’s Guide to Negotiation Read More »
Often, when we talk about negotiation, we do so in reference to two parties collaborating to find a common solution. Though this is certainly the nature of some negotiations, many times, negotiators have to deal with more than one other person. Multiparty negotiations are exceedingly common, and it is important to understand them if you
What Is Multiparty Negotiation? Read More »
The goal of a salesperson is to assure your customer that you have the solution to their problem. To do that, they have to know what the problem is. You have to be sure that your sales representatives know how to ask open-ended salesquestions to ensure successful deal closings – and that you can do
30 + Powerful Open-Ended Sales Questions Read More »
