Seven Keys to Create Climates in Sales Negotiations!

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Body Language – Avoid gestures that are inconsistent with what is said.

• Creativity – Avoid using either/or alternatives. Use new and creative alternatives.

• Open Mindedness – Be open minded to all potential strategies and tactics.

• Questions – Use questions to establish your prospect’s needs, to clarify issues, to consider new alternatives.

Neutrality – Avoid value judgements. Use neutral, descriptive terms.  Don’t assume the role of the teacher.

• Listening – Listen carefully to what your prospect has to say.

Communicate clearly – Avoid using technical terms and cliches. Complex language builds barriers between you and your prospect.

By Gerard Nierenberg (Superachievers -Personal Selling power)


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