You know the feeling of frustration you get when you know you aren’t being heard? It’s the same feeling your potential client has when you place more importance in the pitch you’ve prepared than what he or she has to say during a negotiation. Negotiation is about striking a balance—this isn’t possible without hearing both […]
Listening: The Golden Rule of Successful Negotiations Read More »
The questions you ask during a sales pitch or negotiation can make or break your chance of success. Learning which questions to ask can give you and your sales team a better likelihood of getting the response you want. Asking probing questions during a negotiation is the most effective way to gain momentum, as it
How to Sell to Businesses With These 4 Probing Questions Read More »
By: Ronald M. Shapiro, co-founder and chairman at SNI As I reflect back on my opportunity to impact the participants of a Global Executives program known as EDGE, I wanted to share some background on the program, what my role was, and a participant’s testimonial on how The Power of Nice has enhanced his negotiation
EDGE Program Reflection Read More »
Business relationships are just as focused and dependent upon trust as any other relationship. Sometimes, deals fall through, deadlines aren’t met, or the result doesn’t meet expectations. Failings such as these can lead to resentment, but that doesn’t have to be the end of a business relationship. When you’re thinking about whether you should try
Rebuilding Bridges: How to Salvage a Broken Business Relationship Read More »
Everyone has their own ways of handling high-stress and high-pressure situations, and negotiators often employ manipulative tactics to gain the upper hand. Don’t let them! Emotional Ploys Your opposition may feign offense or indignation at your offer, as if it is far below a reasonable expectation. If you know your offer is fair, it’s important
How to Handle High-Pressure Negotiators Read More »
Through Corporate Sales Training, you can learn that sometimes your potential clients may be interested in what you have to offer, but your demeanor turns them off. While the temptation to “go in for the kill” on an interested lead may arise, it’s important to be mindful of the image you project. Are they going to feel
Three Selling Techniques to Avoid and What to Do Instead Read More »
Successful negotiations often depend on how well you relate to the other person. For example, many people wonder how to negotiate with different genders. If you find yourself negotiating with people of different genders on a regular basis, there are tips you can follow to ensure everyone walks away friends. Empathy vs. Aggression In today’s
How to Negotiate with Different Genders Read More »
What is mass marketing? Mass marketing is a market strategy whose aim is to appeal to the largest portion of the market while ignoring niche demographic differences, in order to reach the highest number of potential customers possible. This marketing strategy focuses on high sales volumes at lower price points, traditionally using radio, television and print media
Mass Marketing: Theory and Strategies Read More »
Every business needs clients to function. To keep clients, you must convince them they are investing in a valuable product or service. Communicating value can be difficult if you own a large company or business, but it isn’t impossible. With the right strategies, you can communicate the value of any product or service, maintain your
Tips for Communicating Value to Clients Read More »
Onboarding can be an overwhelming time for new employees, but integration should happen as early as possible – without sacrificing the employee’s individuality. There are a huge number of personality types that get hired into the workplace, so there is no one-size-fits-all technique for inviting employees into the culture. There are, however, certain steps employers
How to Invite Employees to Integrate Your Vision Read More »
