With the proliferation of the Internet, along with blogs, wikis, social networks, and online communities, buyers today are making superior purchase decisions based on information that is now readily available. Gone are the good old days when buyers depended on their sales people to educate them on the products and services. This new found purchasing sophistication applies to both B2B markets and B2C markets.
DetailsWhen the other party asks you an open-ended question, beware that he or she may be fishing for information to use against you in a negotiation. Often the question seems innocent; the other party is smiling at you with eyebrows raised. Be sure to look for this body language, since it can be a signal that he or she is not your friend.
DetailsPeople buy products and services for their differences, not because they are the same as everything else. This also applies to your website. The proliferation of websites has raised the bar when it comes to making your customer experience unique and meaningful. Although all good websites must have the same basic things such as up-to-date…
DetailsA very common and very effective negotiating tactic is called “Good Cop/Bad Cop”. This tactic involves two or more negotiators who work as a team. The good cop seems sympathetic to your interests and tends to be a good listener; additionally, the good cop tends to provide information and often tries to explain the position and interests of his or her team. The good cop seems to value the relationship with you and wants to preserve the relationship for the future.
DetailsA recent study by Transparency International, a non-profit organization dedicated to ending global corruption, surveyed 11,000 business executives. The survey studied the business ethics of the world’s top 30 exporting countries. The end result of the study as a stacked ranking of the nations most likely to offer bribes.
DetailsOne of the most powerful tools in a negotiator’s toolbox is silence: absolute, blank-faced, quiet. It can be used when confronted with a tough situation, when given news that is too good to be true, or when you just don’t want to say anything stupid.
DetailsIt can be lonely out there, but don’t let it be. Instead, pick up the phone, go to lunch with someone, or join a networking group. With all these options, loneliness is a choice, not a plight. Networking can be the key to successful career; it can also make it fun along the way.
DetailsNot all negotiations end with a happy agreement. Sometimes the gap is too great for the two parties to meet without one of the parties making a very significant sacrifice.
DetailsA very cool negotiating technique that is easy and has proven to be very successful is what I call “one more thing”. Let’s say that you have been negotiating an agreement, have made a few concessions, and are ready to finalize the agreement. In the back of your mind is a lingering doubt that maybe…
DetailsAlthough every organization is different, hiring a sales manager is not as simple as it looks. In fact, the wrong sales manager can quickly damage morale, if not scare away the sales reps and potentially injure the firm.
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