If we’re going to study the art of negotiation we need to understand the part persuasion and influence play in negotiating. If you think you’re going into a negotiation from
Great entrepreneurs manage uncertainty. There is no greater uncertainty in business than going in blind to a negotiation. And yet, that’s what many entrepreneurs do. Why? Because they don’t know
If you try to speak to a Competitive personality type the way you speak to a Spontaneous personality type YOU WILL ALWAYS LOSE THE SALE. Why? Because different personalities
ATTENTION: COACHES, TRAINERS AND SPEAKERS…Here’s Your Seeding (not selling) Cheatsheet. Everything you need to know about Seeding in one place. And I’ve got templates! So there are two fundamental reasons
The D.E.L.T.A. sales process obliterates rejection. How? Through meaningful dialogue. To put it bluntly, ‘Selling’ is dead, Seeding is the new selling. So how do you seed? This video is
Seeding is an incredibly useful tool and the ONLY way I ‘sell’ to my prospects and candidates. If you’re in the habit of ‘selling’ this may seem jarring to you.
In Sales, when you develop a safe buying environment you begin to engage in meaningful dialogue with your prospects. In meaningful dialogue you discover your prospect’s objections and fears. When
Remember that first date? What did you guys talk about? Who started talking first? You can’t quite remember the specifics but you remember how you felt, right? Did you get
How do you eliminate rejection? Quit Promoting and Start Pampering. I don’t even make an offer to a premium client until I know THEY are qualified for my offer.
So how’s your Premium Client Acquisition going? Are you getting the high-end clients you want and expected to have by now? If it’s less than stellar let me remind you