Buying is a dynamic process. As stakeholders explore solutions, they develop a deeper understanding of their needs. They change their priorities. More decision-makers enter the picture. The customer’s initial value definition rarely matches the final...
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While anxiety around negotiation is normal, research has found that it can have a negative impact on negotiation. Here are some tips for dealing with anxiety and negotiating a great training contract.
Have you ever left an important conversation and felt like you weren’t talking about the same topic? How many times have you wondered what the other person was thinking?
The word “negotiation” often conjures images of customers bartering with salespeople or lawyers mediating an agreement. But as a skill set, negotiation actually means much more and has many more potential applications at the workplace.
Salespeople skilled in a collaborative give-and-take dialogue with their customers have a distinct competitive advantage.
Sellers can become more consultative in negotiations by seeking to understand the customer’s psychology, converting demands to needs and, eventually, trading to protect the deal size.
Conflicts cannot be eliminated, but their negative impact can be minimized through positive action and negotiation.
Corporate Visions, the leading marketing and sales messaging, content and skills training company, has broken open the traditional sales negotiations training category with new, tested and proven competencies for three key moments that salespeople need to...
By asking powerful questions, you improve your ability to influence and show confidence, no matter what the subject. Use these reminders when encouraging others to make requests for what they need.
As companies are set to execute their 2017 strategic goals, we’ve heard from many executives, especially in L&D, who are concerned about whether their organization is properly aligned and has the right tools to execute and get paid for the value they...