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How Effective Negotiators Close Without Conceding

3 min read
Sellers can become more consultative in negotiations by seeking to understand the customer’s psychology, converting demands to needs and, eventually, trading to protect the deal size.

Accelerating Sales Training With Prepared Battle Plans

2 min read
A prevailing view among salespeople is that each situation is unique, and success depends on the ability to read and bond with the prospect. While these skills are essential, they aren’t sufficient.
9 Nov 2017
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