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Entries in Negotiation (9)


Stop Interrogating and Start Conversing for Relationship Based Selling Success - Peter Fullbrook

Part of the reason the Pressure Free Sales System is so successful is the collaborative way in which a sales person and the customer interact.

A relationship built on trust and respect is formed with the view to repeat the interaction in the future. This flies in the face of the ‘hard sell’ which is all about the seller, the product and the financial benefit a sales transaction creates for the seller.

Relationship based selling sounds easy enough but it actually takes some practice to create a sales conversation that gleans information about the customer, their needs and their behaviours without it sounding all sales-y or worse, like an interrogation.

Here are five ways you can conduct a relationship based sales conversation:

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3 Reasons Why You Should Just Say No - Elad Guberman

In our business it’s incredibly easy to become over-committed. No one wants to be continually considered the “one who dropped the ball” member of the team. Also, it can be exciting to suddenly jump into a new project or to try and show your skills to your client, especially if you are new to partnering with them. Unfortunately, this leads to taking on a lot of extra work, which may not be the wisest and most effective use of your productivity time. and can make it very difficult for you to ever say no.

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Use ‘If’ To Increase Your Negotiation Propositions - Elad Guberman

Have you ever considered how strong the word ‘If’ is in a negotiation? ‘If’ is a conditional statement that requires action to receive the offer contained in the ‘If’ proposition. As an example, if you pay attention to the information that follows, you’ll increase your negotiation outcomes. If you don’t heed the information, you’ll miss the value contained in it.


Marketing Is Really A Part Of Every Negotiation - Elad Guberman

The marketing world is quickly changing and metamorphosing with sales.

This article explains why...


In most firms, the processes of negotiating is generally considered to be part of the sales arm of the company.

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What is the Business Etiquette in Finland?

This interview will provide you with a better understanding of how to communicate and negotiate with people in Scandinavia and Russia... (via Finland)