Our clients are smart people who sometime, like us, make bad decisions. They could be using bad data, misinterpreting good data to fit their hypothesis or relying on a heuristic for a mental short cut.
Keeping a client is typically ten times cheaper and easier than finding a new one. Here are five powerful behaviors you can build into your account plan to support better, more profitable, and more loyal business relationships.
The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC.
Just as it doesn’t matter what we say, it matters what our prospect hears, how we listen to our prospect while determine whether we succeed in getting paid on the information we gather instead of going into knowing mode and presuming a sale when none may exist.