Essentials

International negotiation

When we think of international negotiations, we tend to think of the cultural differences between peoples or “national” cultures. Limiting yourself to that aspect neglects the role of personal culture, gender, education, lived experience, regionalism—and the weather! A good negotiator is attentive to these differences but does not use them as their sole frame of […]

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Sales techniques: Take no for an answer

We didn’t start this post with the legendary song “Je t’aime moi non plus” (I love you me neither) by Serge Gainsbourg and Jane Birkin out of our love for French chanson (well, maybe a bit), but to show that it’s not always a good idea to say yes during a negotiation and/or try to […]

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How to chase away clients

Here’s the post you’ve all been waiting for: a guide to making your clients run for the hills. We’re going to set aside those who want to tank the company on purpose and/or fill their competitors’ coffers. Any resemblance to persons, living or dead, is purely coincidental! The Cowboy After making your client wait (be […]

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Schopenhauer: the best sales rep

In 1864, Arthur Schopenhauer wrote The Art of Being Right, in which he sets out tricks and stratagems for always giving the impression that you’re right. The impression! The idea is to show that you can always appear to be right, even if you’re wrong. A true source of inspiration. “But it’s a book that […]

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Customer relations: playing hard to get

Clients demand excellent care and service—perfect in some sectors.  As you continue to improve your customer care, they raise their standards even higher.  Sometimes the situation reaches a tipping point. How do you handle clients who are vocal about their dissatisfaction—in good or bad faith—and provide them with the special touch that they are implicitly […]

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Sales networking: how to make buddies

Networking is a bit like when you’re a young student at a new school. How do you navigate the social jungle to form new relationships? Making people want to follow you and call you back is a science that’s within everyone’s reach. Smile, you’re on camera You only get one chance to make a first […]

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The mental keys to sales excellence

In elite sports, the top athletes and coaches have included mental work in their training regimens for a long time. The best sales reps also have the mental toughness to face any situation. The difference is that in the world of sales, this winning mindset is often cultivated intuitively, without taking a structured approach. Here are […]

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Where have all the sales prospectors gone?

You need to adapt to survive, and there’s no better way to do that than solid sales prospecting.  But in this era of social selling, lead generation and growth content strategy, is there still a place for sales reps who hunt down new business, like Jean-Pierre Marielle in the French movie Les Galettes de Pont-Aven? […]

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Don’t let your ego take over!

It’s not uncommon to negotiate with a buyer who tries to gain the upper hand. Sometimes that revolves around ego trips (real or feigned). Ego is never recommended because it distracts you from your goal. It’s like in judo. The more your opponent exposes that weakness, the easier it will be for you to use […]

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Negotiating after an agreement: calling all PSS pros!

The PSS, or post-settlement settlement, refers to an agreement made after the initial deal has been approved. It’s a common negotiating practice that is part of the corporate culture at some companies. For many, it’s a source of inspiration. Why do we often hesitate to enter into discussions on a PSS? Probably to avoid giving […]

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