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Blog. How to Overcome Common Objections and Accelerate Your Sales Cycle. One of the most common phrases in any sales process is “Let me think about it.” Many salespeople interpret this response as rejection. In most cases, however, it does not mean “no”; the customer still lacks the information, the [...]
Blog. 8 Causes of Workplace Conflict Every organization comprises people with different experiences, objectives, communication styles and ways of working. This diversity can be a strength, but it can also cause tension when workplace relationships are not managed properly. Workplace conflicts do not always arise [...]
The Buying Process in the Digital Age: How It Has Changed and What Customers Need Today. The buying process has evolved significantly in recent years. Once entirely dependent on interaction with a salesperson, it is now shaped by autonomy, immediacy and information access. In the [...]
Attitudes and Aptitudes for Negotiation. Effective Negotiation. The key to successful effective negotiation. Hello, friends. In this final installment of our effective negotiation series, we discuss attitudes and aptitudes for negotiation, as suggested by the Harvard method. Revisit our previous article on the 4 strategies of [...]
Discover the 4 key pillars of negotiation Hello, friends. Continuing our negotiation series, we recently discussed the importance of understanding the conflict clearly. Before negotiating anything, ask: What is the conflict? With whom? Is it an individual conflict, [...]
The Strong, Assertive Negotiator. What Is Effective Negotiation? Effective negotiation is an indispensable competency for middle management and above, or whenever we begin taking responsibility for managing staff. No good executive should lack it. Negotiation has become a science, an art [...]
From Negotiation to Stress Management. Recently, I had the pleasure of delivering our “Effective Negotiation” training to a dear client and friend, developing skills that are always needed, mainly in purchasing (many people believe these techniques should be learned only by the [...]
