How To Create a Strong Negotiation Culture Within Your Sales Team
It’s easy for management to blame salespeople when negotiations conclude with value left on the table. But what they often fail to realize is that selling and negotiating are fundamentally different skill sets requiring fundamentally different behaviors.
Want better E.I.? Start by understanding emotions
Much has been written about the power of emotional intelligence, including popular works by various experts such as Daniel Goleman, Chris Voss, Travis Bradberry, and others. Further, according to a 2013 study on the topic of emotional intelligence and sales, strong emotional intelligence is a trademark characteristic of high performers, especially those who can combine …
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Adam Grant and the art of persuasive listening
In his recent book “Think Again ” Adam Grant examines powerful ways to influence with others, especially those who are convinced their way is best. In explaining how we can foster greater interpersonal rethinking, Grant describes how doctors and counselors often use a technique called motivational interviewing to spark impressive rates of attitude and behavior …
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