by | May 10, 2024 | Negotiation, Power Dynamics, The Seller's Mind, Urgency
There are a few excellent negotiation books out there. There is “Negotiation Genius” by Deepak Malhotra and Max Bazerman, which focuses on the preparation and calculations that go into a negotiation. There is “Getting to Yes”, by Roger Fisher and William Ury which...
by | Apr 3, 2024 | Power Dynamics, The Buyer's Mind, The Seller's Mind
Providing a client with insights that help frame their thinking is a vital tool in any sales process. It helps frame your message, and it keeps the conversation focused on the buyer’s needs. Why is this important? Your buyer is judging you from the moment...
by | Oct 4, 2023 | Power Dynamics, Relating to The Buyer
Every seller who has spent a bit of time in the business has likely seen and used some kind of 4-quadrant decision matrix which classifies prospects in their pipeline as either large opportunities or small opportunities, as well as either ‘likely to close’ or...
by | Sep 22, 2023 | Power Dynamics, Presentations
Let’s be clear off the bat. There is no replacement for an in-person meeting. Body language queues, intimate interaction, and the social components of an in-person, face-to-face encounter, cannot be duplicated on a video call. However, the world has changed. Clients...
by | Aug 2, 2023 | Power Dynamics, The Buyer's Mind
There are a lot of sales resources that talk about how important it is to tell a story with your presentations. People are more engaged by images and stories. Cavemen did not write bullet points on the walls of their caves; they told stories using pictures. We are...
by | Jul 19, 2023 | Power Dynamics
You may have had the experience of being asked to “get to the demo” on a call or in a sales meeting. This type of request, and other similar statements and comments, are meant to establish control and dominance over an interaction. Consciously or subconsciously...
