Blog

Tough on the matter…

"Tough on the matter, soft to the people" (unfortunately) wasn't invented by me. It's one of the Harvard negotiation principles. But although it's not mine, it plays an important role in many of my seminars.

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Technical foul… on sales questions

When you ask questions in sales conversations you can trip your customers up (and yourself at the same time). If you make the following three mistakes you will miss precious sales opportunities.

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Best Grades for your Attitude

In many kinds of sports there are different grades for technique and posture. With questions it’s exactly the same. However, in this case posture means attitude - your attitude when you are asking questions. And with that you can make quite some mistakes.

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Here comes trouble!

If something bad happens to a customer, you are in trouble. You cannot avoid that. If you still try to get around it, it comes back to you later and it be much worse.

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Speed up (or slow down)!

What now? Faster or slower? It depends which kind of customer you are talking to. The fact is, when the pace in your conversation fits, it works much better.

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Franziska Brandt-Biesler

Franziska Brandt-Biesler hat einen Weg gefunden, Verkaufen zielsicher und leicht zu machen: Zwei Menschen prüfen, ob es sinnvoll ist Geschäfte miteinander zu machen. Punkt!

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