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 …
An Excerpt from unReceptive: A Better Way to Sell, Lead, and Influence
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 …
Top 10 Ways to Achieve Your Goals at Work
Are you interested in setting and achieving your goals at work this year? Would you like a roadmap that helps you accomplish everything you know you’re capable of? If so, you’ve come to the right place. In this blog post, I’m going to share with you the top ways you can achieve your goals at work. First things first — …
I Once Got Kicked Out of a Client’s Office. Has That Ever Happened to You?
I once got kicked out of a client’s office. Has that ever happened to you? Hopefully not. Here’s how it happened and here’s what I learned. An employee of mine was frustrated because our client decided to switch to a different vendor. My employee asked me to request a meeting with the client so he could ask the client to explain …
How to Manage People During Difficult Challenges
If you’re like most executives reading this, you’ll agree that all business go through difficult challenges. Oh, sure, there are sunny skies on the other side of the storm, but the first thing you need to do is to navigate through the current choppy waters. What follows are several things you can do to make sure you meet the challenges …