Anyone who’s been involved in negotiations or sales knows the power of a well-phrased question. But a simple focus on asking more questions won’t improve your results unless you work to ask the right kind of questions. You’ve likely heard of “open” and “closed” questions. But do you understand what those labels mean on a deeper, practical level? Keep reading if you want to put the power of questions to work in your sales presentations…
Sellers: Are you the Brown Box or the Custom Package?
In your industry, who are the stand-out experts? They probably come to mind immediately. That’s because they’ve done a fantastic job positioning themselves as experts. Of course they have the experience and knowledge to back up their position, but nobody can deny that their personal branding and positioning has also paid off. Now step back for a moment and ask yourself a simple question: How does that person’s reputation as an expert impact their sales…
The Contract Professional’s Role In Indemnification, Hold Harmless, and Risk Analysis
Are you ready to do a self-test? Here we go… What is an indemnity clause? How about a “hold harmless” statement? No idea? Alright, then maybe you’ll be able to describe a situation when you, as a contract professional, are obligated to “defend” a company you’re working for? If you find those questions absurd or incomprehensible, keep reading. You need the information below. On a recent episode of the Negotiations Ninja podcast, I had a…
The Six Different People in a Negotiation
People new to enterprise sales think that when they’re in a room negotiating with one person, they’re negotiating with one person. But according to Joe Paranteau, there are multiple people that you negotiate with throughout the relationship. Why is it important to be able to communicate and negotiate with everyone involved? The six people in a negotiation are people that are often overlooked. Joe uses this framework when he approaches any communication: How do I…
Gaetan Pellerin’s 4 Cs of Mindfulness [The C4U™ Approach]
Gaetan Pellerin is the author of a new book all about mindful negotiation: “Mindful NEGOtiation: Becoming More Aware in the Moment, Conquering Your Ego and Getting Everyone What They Really Want.” Gaetan took his fascination with understanding human behavior and drive and applied it to the negotiation process. He found that many negotiators focus on planning and strategy but underemphasize how emotion plays into negotiations. So Gaetan created a framework that helps negotiators—and anyone—learn to better…