by T3mpl4r4dv150r5 | Nov 2, 2016 | Negotiation
Personality is critical to sales. The common theory goes that extroverts are good at sales (even if it’s not really that simple), while Susan Cain has spoken and written at length about the power of introverts in business. The problem with this discussion, however is...
by T3mpl4r4dv150r5 | Oct 26, 2016 | Negotiation
‘We are moving toward a global economy. One way of approaching that is to pull the covers over your head. Another is to say: It may be more complicated – but that’s the world I am going to live in, I might as well be good at it.’ – Phil...
by T3mpl4r4dv150r5 | Sep 21, 2016 | Learning and development, Negotiation
Recently we showed you how cross-selling can strengthen your relationships while helping you earn more from clients. But while cross-selling is effective, it’s just one way to leverage your long-term relationships. There are other ways. Getting more from clients...
by T3mpl4r4dv150r5 | Sep 7, 2016 | Learning and development, Negotiation
Almost 60 percent of banks’ profits come from origination, sales, distribution and other customer-facing activities. This generates a 22 percent return on equity (ROE), in comparison to the six percent ROE gained from the provision of balance sheet and fulfillment. It...
by T3mpl4r4dv150r5 | Jul 14, 2016 | Negotiation
In science fiction, first contact with an alien species is scary. It’s the same thing with first contact with new buyers: the cold call often gets the cold shoulder and that carefully-crafted email ends up in the spam-me-later folder. So how do you turn ‘Alien’ into...