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From Rapport to Influence: Building Trust in Negotiations
When I think about effective negotiation, I often break it down into two critical phases: building rapport and establishing influence. But what...
Bargaining vs. Negotiation: Why Good Negotiators Never Need to Bargain
Negotiating and Bargaining are often thought of as the same thing. From the Black Swan perspective, they are drastically different. And if you want...
Overcoming Sales Objections Part 3: Decision-Maker and Trust-Related Sales Objections
Handling objections related to decision-makers and trust is crucial for closing sales. The Black Swan Group’s approach focuses on understanding how...
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...
4 Ways Tone Can Negatively Impact Negotiations
Often, we say things that are not received how we expect because we use the wrong tone.
Mastering Tone in Negotiations & Why It Matters
Everyone’s heard the famous adage: It’s not what you say, but how you say it.
Why You Need to Use No-Oriented Questions™ in a Negotiation
The goal of using No-Oriented Questions™ is to transition out of eliciting a yes response from your counterpart and try to get them to agree by...
7 Negotiation Tips for Closing Deals with New Vendors
Every high-performing salesperson is focused on the same thing: closing deals with new vendors as often as possible. For the most part, winning...
How to Successfully Negotiate Salary with a New Hire
It’s no secret that companies are having a hard time hiring talent. In fact, one report found that 52 percent of small businesses are struggling to...