How to Care, Create Trust, and Create Greater Value

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Caring is at the heart of consultative selling. Transactional selling models are built on not caring. This is why they often unwittingly destroy trust. Here is how you can care more, create more trust, and by doing so, create greater value. Be Client-Focused: The more focused … [Read more...]

The Problem with Ultimatums

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The first problem with giving an ultimatum is that it can be accepted. You may believe that you have the power in a negotiation. You might believe that that power can be exercised by giving the other party an ultimatum. But giving an ultimatum allows for the other party’s … [Read more...]

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