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The Art of Negotiation in Sales: Strategies for Success

"In business as in life, you don't get what you deserve, you get what you negotiate." Chester Karrass said that, and in sales it's the difference between a deal lost and a relationship built. Good negotiation isn't haggling over price; it's a strategic conversation where both sides find common ground while protecting what matters to them. The goal is to reach a deal both parties feel good about, because that's what creates a lasting relationship. The Five Pillars of Effective Negotiation Preparation. Research the prospect's business, understand their challenges and goals, and know where you add value. Know your BATNA

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Two colleagues shaking hands after a sale

The Power of Storytelling in Sales

Facts inform, but stories sell. A good story makes your offer relatable, memorable, and emotionally compelling in a way a feature list never will. Here's how to use storytelling to move people from interested to sold. Start With the Audience Every effective sales story begins with understanding the person you're talking to: their problem, their goal, what keeps them up at night. The more precisely you know that, the more your story will land. This is the heart of Mark Magnacca's "So What?" approach: lead with what matters to them, not what you want to say. See our summary of

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I’ve Followed Up, Now What? How to Find Reasons to Keep in Touch

You did the hard part. You went to the conference, perfected your pitch, sent personalized notes, and followed up. People seemed interested. Now you're waiting, and your energy is starting to flag. This stretch is one of the hardest parts of any business development effort, and it's where most people quietly give up. Here's how to keep going, and why patience combined with a system works better than persistence alone. Closing Takes Far More Touches Than You Think The first thing to accept is that big deals take many points of contact. Liz Whitehead of 12PointFive, who advises business owners

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Build Your Network into a Referral Machine

This resource is brought to you by Liz Whitehead Liz Whitehead is the CEO of Diversity Masterminds® and 12PointFive. Accepted by Fortune 1000 companies, diverse business certifications are powerful business development tools for businesses owned by the new majority – people with disabilities, women, minorities, veterans, and the LGBTQ community. To harness that power, business owners need to understand how to leverage the opportunities that diversity certification provides. Liz is a business development consultant that puts MWBEs, DOBEs, LGBTBEs, and VOBs on the right track to make meaningful relationships within the supplier diversity network, have more productive conversations, and win

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The Greatest Salesman in the World by Og Mandino (Summary + How to Use It)

Og Mandino's "The Greatest Salesman in the World" is a story about a poor camel boy who becomes the greatest salesman alive by living the principles in ten ancient scrolls. It's less a sales manual than a guide to mindset and character, and studying it has had one of the biggest positive impacts on my own mindset of any book I've read. The Ten Scrolls, in Brief Each scroll is a short philosophy: form good habits, greet each day with love, persist until you succeed, recognize your own rarity, live each day as if it's your last, master your emotions,

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So What? by Mark Magnacca: How to Communicate What Really Matters

Your audience is silently asking one question about everything you say: "So what?" Until they understand how your message benefits them, they don't care about you or what you're offering. That's the entire premise of Mark Magnacca's "So What?", and it's one of the most practical communication books a CEO or salesperson can read. The shift it teaches is simple and hard: stop leading with "here's what I want to tell you" and start with "here's how this benefits you." The Tools You'll Use The book gives you a few tools. The So What Matrix preps any communication around three

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The Go-Giver by Bob Burg and John David Mann: Why Generosity Wins

"The Go-Giver" is a short parable with a big claim: the most successful people are the most generous, and giving more in value than you take in payment is not just the right way to do business, it's the most effective. If that sounds familiar, it's because it's the same idea behind one of our core values, being relentlessly generous. The Heart of It: The Five Laws Burg and Mann organize the philosophy into five laws of "stratospheric success": Value (give more than you take), Compensation (your income tracks how many people you serve and how well), Influence (put others'

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Double Your Profits

How to Double Your Profits

Profit = Revenue – Cost. Bob Fifer built his famous playbook on this equation in "Double Your Profits in Six Months or Less," and it remains one of the most useful profit books a CEO can read. The whole thing comes down to relentlessly pushing revenue up and costs down, and being far more disciplined about both than your competitors are. The Big Idea: Strategic vs. Non-Strategic Fifer's most valuable distinction is between strategic costs (the ones that bring in business, like effective sales and marketing) and non-strategic costs (everything else). His rule: outspend your competition on strategic costs in

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Illustration of a handshake bridging two teams of business people, representing the sales process

Sales: The Art and Science of Closing More Deals

If cash is king, then sales is queen. Nothing else in the business matters if you can't sell, and selling is a skill you can learn, part art, part science. This curriculum covers both, from the mindset to the mechanics. Watch the videos, do the readings, and use the templates and scripts. The Videos Video 1 of 6: If Cash Is King, Then Sales Is Queen Video 2 of 6: Pitching as a Form of Sales Video 3 of 6: Always Be Closing (the Alec Baldwin scene from Glengarry Glen Ross) Video 4 of 6: Persuasion or Manipulation? (the Boiler

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Speed of Trust Tree

Build Trust

“Business moves at the speed of trust.” – Stephen Covey We have learned that trust is the single most important factor in building personal and professional relationships. Trust is the glue that binds followers and leaders together. Trust implies accountability, predictability, and reliability. Trust must be built day by day because it calls for consistency. It is the leader’s responsibility to actively develop trust in them from the people around them. T – Time – Take time to listen and give feedback on performance R – Respect – Give someone respect, and they will return it with trust U – Unconditional

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Speed of Trust Tree

Build Trust

“Business moves at the speed of trust.” – Stephen Covey We have learned that trust is the single most important factor in building personal and professional relationships. Trust is the glue

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