Value sometimes means saying ‘no’, and this can go a long way in building long-standing relationships. This serves as a great reminder about not being afraid to lose business in the short-term to win in the long-term.
Why should I follow your lead? How you make your status visible
Successful sales people and negotiators are well aware of the seesaw effect; therefore, they adjust their and their counterparty’s status continuously. Because they move back and forth from a leading to a following position, they allow the other party to take the lead at certain times. This way, they achieve their objectives and keep the relationship healthy.
How to put sales first when English is your second language
Thousands of people around the world are conducting sales in English, despite it being their second language. And that requires a skill set all of its own.
8 techniques for working the ‘long’ pitch
Pitching has become less of a one-off event and more of a way of life for modern sales teams. Here’s how to refine your approach and work the long pitch.
How to craft your pitch for different personalities
Personality is critical to sales. Not your personality, but that of the person you’re pitching to. Learn to craft your pitch for different personalities.
