We all have to negotiate, whatever we do, whether at work, home or play. Most of us learn through bitter experience that if we want to win really good deals,..
Many entrepreneurs, business owners, executives, and CEOs think that their business’ best asset is what’s in the bank account. They think value comes from a..
I recently had the opportunity to sit with one of our clients in a Marketing / PR presentation that was being given to them about how to better position their..
You may well know many of the ‘Golden Rules’ of Negotiating – such as the importance of preparation, aiming high (‘if you don’t ask, you may never get’),..
If you’re in business, chances are you spend a good portion of your day delivering verbal education. You may not know what that means, but it doesn’t mean that..
Have you ever been seen the film “How to Lose a Guy in 10 Days”? The premise of it is pretty simple. A journalist is challenged to do everything she can to..
You were just informed that your company’s best customer sent an email saying they are not happy and are taking their business elsewhere. What do you do next?..
How accurate is your sales forecast? Do you know? Actually, let me clarify that: how many of the deals you predict actually come in? Many people fool..
Why did the customer choose company A over companies B or C? Is the way you sell leading you to the same place every time? How many times have you reached the..
Let’s face it. By the time your sales person gets to the new prospect meeting it’s likely that they already know about your product from searching the..