It’s A Wonderful Life In Sales

When I was growing up, the Christmas holiday season meant watching the classic movie “It’s A Wonderful Life” every year as a family. For those who have not seen it, the famous third act and emotional climax involves the character George Bailey determining his life is no longer worth living due to a progression of …

How to Close More Deals, According to 3 Recent Books On Enterprise Selling

After starting a new B2B enterprise sales role I was pleased to discover three great new books on the topic. “Selling Above and Below the Line” by Skip Miller, “Selling Is Hard. Buying Is Harder.” by Garin Hess, and “Mega Deal Secrets” by Jamal Reimer each take a different approach to navigating a modern enterprise …

What It Means To Sell On Emotion

“People buy on emotion and justify with logic.” This is a familiar phrase many sales professionals agree with. However, much less agreed upon is what this statement means, and just how to use this information to be more successful. What gets in our way? First, the mere notion that emotions are the primary drivers of …

Ways You Can Accelerate Your Negotiations — You Probably Haven’t Tried

If you negotiate right, you can be the most powerful person in a discussion. But traditional schooling does an awful job showing you it’s possible. 

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.

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 …

I’m Back.

Hi everyone, Happy to report I am bringing the blog back to life. Where have I been and what has changed over the past nine months? A ton! More on that in the near future… In the meantime, I am proud to share that savingface.blog has been featured on Forbes.com by Negotiation and Conflict Resolution …

How to resolve a difficult negotiation or harmful conflict

In my last post, I described two of our social tendencies that have the ability to create and escalate harmful conflict.  Below are four powerful strategies we can use when conflict escalates to the point of peril and instead change course towards a mutually beneficial outcome. Offer a reasonable concession As counter-intuitive as it may …

3 things we can learn from the 2 trillion dollar stimulus negotiation

Late last week, the U.S. government successfully negotiated a historic stimulus plan while under great pressure to help mitigate the economic hardship due to the coronavirus pandemic. A noteworthy outcome for many reasons, it was especially so when considering the dynamic and fast-moving conditions in which two highly adversarial parties had to come together and …