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Overcoming Sales Objections Part 2: Budget and Provider Objections
Budget constraints and existing provider relationships are two of the most common objections faced by salespeople. These objections, often leave...
Negotiation Skills for Handling Sales Objections More Effectively
Handling sales objections effectively is crucial for any salesperson. Too often, objections are taken at face value, leading to missed opportunities...
10 Phrases That Reveal (Dangerous) Hidden Negotiations
The most dangerous negotiation is the one you don’t know you’re in.” What hidden negotiations drain your time (your most valuable commodity) each and...
The Negotiation Skills Every Agent Needs to Survive the New Real Estate Market!
As the real estate industry encounters transformative shifts due to the recent National Association of Realtors (NAR) ruling, effective August 17,...
Mastering Heated Negotiations: Key Questions to Keep Your Cool
When negotiations get heated, it's essential to manage both the conversation and your own emotions effectively. Here are the key questions I ask...
How to Respond to Verbal Attacks
Verbal attacks can happen in both personal and professional settings, triggering emotional responses that can cloud our judgment and derail...
Moving Between the Black Swan Skills
The Black Swan Method® consists of the Negotiation 9® skills which have been battle-tested and are proven to streamline difficult conversations as...
The Stealth Negotiation Superpower: Playfulness
Here’s how I stumbled over the new superpower of playfulness to make a delightful deal…And learned the optimum time of day to make a deal.
6 Surprising Signs Your Deal is Going to Fail Miserably
We don’t teach backup plans at The Black Swan Group—we teach pre-emptive plans so that a backup plan is never needed. Our philosophy is that you...
The Most Basic Negotiation Skill Anyone Can Use
The most basic negotiation skill anyone can start using is simple—listening. Becoming a better listener will help you with the rest of the...
3 Icebreakers to Help You Actually Start Practicing Negotiation
We all want to get good at a skill. Unfortunately, most of us get stuck in the “reading about it” phase. We read a dozen self-help, personal...
Why a Lack of Self-Confidence Can Harm a Negotiation
According to the dictionary, self-confidence is “confidence in oneself and in one’s powers and abilities.” But in negotiation, self-confidence is...