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When You Need Alignment and Your Internal Team Is In Their Ego

In Management by Grace TurnerLeave a Comment

Before meeting with the other party, you may need to get in alignment with your internal team. Your internal team certainly includes your boss and may also include members of other departments that support sales, like marketing, finance, and contracting. These people won’t usually tell you specifically what to say in the negotiation, but they will have a say—sometimes the …

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An Excerpt from unReceptive: A Better Way to Sell, Lead, and Influence

In Management by Grace TurnerLeave a Comment

Reset Your Compass The decision you make before the meeting ultimately determines what happens in the meeting. Therefore, resist the gravitational pull to self and reset your compass. In selling, there is always a strong gravitational current that, when left unchecked, will sabotage your ability to create receptivity. To avoid this instinct, you must make an important decision before you …