Eight Sources of Power in a Sales Negotiation

          Negotiating power plays a major role in every type of negotiation, whether it’s a labor negotiation, political negotiation, or a buy-sell negotiation. Both the buyer and the seller have power in a negotiation. Power is each side’s perception of its strength or weakness in comparison to the other. ... more

7 Ways to Stop “Selling” and Start Building Relationships

          Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients. Let’s take a closer look at these concepts so you can begin to open up your current sales thinking and ... more