Sales prospecting is a complex and often complicated role to play. You have to learn how to connect with people and keep them engaged while convincing them of the usefulness of your product or service. Morgan J Ingram has narrowed down two strategies to push past rejection and connect with sales prospects: 1. The pattern interrupt. Instead of starting a phone call sharing your name, the business you’re with, and the cursory “How are…
The Impact of Emotional Intelligence in Sales Negotiations
Emotional intelligence is the ability to be able to recognize and manage one’s own emotions—and those of others. Those who’ve mastered this skill are able to use the information they glean to adapt to different situations. They are able to assess the needs of others and communicate effectively to reach a common goal. Kim Orlesky—featured in a recent episode of Negotiations Ninja—was in a sales position where she was the only woman among 12…
Make The Most Of Cooperative Negotiation Skills
Arm wrestling is a game where one person wins and another loses, every time. No matter how you play the game, that fact never changes. But negotiation trainer and coach Mihai Isman uses the game of arm wrestling to help his students understand two vital components of effective negotiations: Their own attitude about the person across the negotiation table, and Whether they lean toward a combative approach or a competitive approach Mihai…
How To Find Your Negotiation Style
Every skilled negotiator goes about their craft with a particular style. This is not to infer that they are putting on a persona or facade, but rather that they have learned to integrate their learned negotiation skills and their unique personality and way of looking at the world. You should do the same. Though you can learn from other, more seasoned negotiators, never imitate them line by line or tactic by tactic. Your personality…
How NOT To Use Anchoring In Negotiation. Lessons Learned From President Trump
The negotiations going on between the United States and China here at the outset of 2020 serve as a brilliant example of the power of anchoring in negotiations. President Donald Trump, while a polarizing personality, is incredibly good at using anchors to advance his positions and goals. His tactics are fascinating to watch and to learn from. First, let’s make sure we all know what we’re talking about when referring to “anchoring.” Anchoring…