listening

A Look at Some of the Most Important Communication Skills for Almost Any Situation

When people are talking about successful people, others commonly speculate on how they achieved that success. Perhaps they were intelligent. They were innovative. They had the right connections or the right idea at the right time. Maybe they were just plain lucky. One of the most common descriptions of a successful individual, though, is that …

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Navigating Negotiation Stalemates

Every businessperson has experienced a negotiations stalemate. Compromise has faltered, neither party is willing to budge, and there is nothing more to say. A successful negotiator knows the way out of a stalemate and how to seal the deal. Stay Professional and Keep the Client Before trying to get your opposition to budge, think hard …

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Listening: The Golden Rule of Successful Negotiations

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 …

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How to Turn Your Sales Force Into Expert Negotiators

Your company perfected your training process over years of trial and error. You’ve dotted your i’s and crossed your t’s, hitting all the fine points to create your industry’s next top negotiators. You’re probably proud of your training model and plan on using it for the foreseeable future. But you may be missing a major …

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How to Sell to Businesses With These 4 Probing Questions

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 …

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