Red Star Kim
FEBRUARY 21, 2024
We ask questions to avoid making wrong assumptions or adopting the wrong focus. will make people pause to consider how their feelings compare with those they had the previous day. See the section below on negotiation. Some negotiators suggest you avoid using “ Why” questions as it can imply criticism.
Red Star Kim
NOVEMBER 1, 2023
Nervousness – Shyness, modesty, lack of confidence and fear of failure can make fee-earners reluctant to organise meetings to take the next steps in building a potential client relationship. There is rarely a deep understanding of how disparate and disconnected decision-making units are across such large organisations.
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Red Star Kim
DECEMBER 18, 2023
However, top-down analysis and decision-making ensures that the various units are working towards the firm’s goals (a “one-firm approach”) and making tough choices between competing interests. In practice, there is usually an iterative process where top-down and bottom-up strategies are negotiated and aligned.
Red Star Kim
FEBRUARY 8, 2024
This approach is suggested by Liz Whitaker in her book “Power of Personal” People | Propella Decision-Making Unit Again, to target effort on decision-makers rather than users or gatekeepers is a good way to target effort in a large organisation.
Red Star Kim
SEPTEMBER 5, 2023
Neuroplasticity There’s a detailed section on brain basics (including explanations on neurons, neurotransmitters and brainwaves) for those who are unfamiliar with neuroscience which you’ll need to make sense of the later content of the book. And guidance on making best use of digital training technologies. Stories aid stickiness.
PandaDoc
DECEMBER 19, 2022
You’ll also find a roster of valuable prospecting techniques and an in-depth look into what makes for a good prospective customer. Doing pitches, handling objections, and going through alignments with decision-makers will result in some deals being closed successfully , while other occasions see potential customers fall through the cracks.
5600 Blue
OCTOBER 5, 2017
As a salesperson, even if we understand our client’s buy process, chances are we simply understand how they are preparing to make a bad decision/investment. Making better selling decisions that are in line with corporate strategy and brand. In April 2017 Harvard Business Review published The New Sales Imperative.
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