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 …

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 …

Heather Monahan on Sales, Negotiation, and Leadership

What’s one quick tip or piece of advice you would recommend for someone looking to improve at sales?  Don’t take a no from someone who cannot give you a yes. What’s one quick tip or piece of advice you would recommend for someone looking to improve at negotiation? The person with the least amount of …

Five years ago today I became a Sales Manager. Here are 3 things I’ve learned…

Love your people. Always avoid taking yourself too seriously and never rely on your title for influence. Be yourself, let your guard down, and focus first on connecting with your people, even if it means being silly or putting work aside for a brief moment. It’s a simple truth that people don’t care how much …

Shane Ray Martin on Sales, Negotiation, and Leadership

What’s one quick tip or piece of advice you would recommend for someone looking to improve at sales? Teach, Don’t Sell. When we SELL, we break rapport. When we TEACH, we build rapport. With more rapport, there often is less resistance. (From: The Ultimate Sales Machine, by Chet Holmes) What’s one quick tip or piece …

Ghosted

Being ghosted is one of the common phenomenons that salespeople experience day in and day out. After so much perceived “rejection”, it can be easy for anyone to fall into the trap of believing their prospect is no longer interested. According to face theory, the most common way that we deal with face threats to …