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Why You Should Keep Your Counterpart Talking During a Negotiation
Improving Sales

Why You Should Keep Your Counterpart Talking During a Negotiation

At a core level, negotiation is a guided discovery process. That’s why you should always be curious in your negotiations. Otherwise, you can’t...

How to Improve Your Sales Performance with Thought-Shaping Questions
Improving Sales

How to Improve Your Sales Performance with Thought-Shaping Questions

A Thought-Shaping Question™ shapes your counterpart’s thoughts and makes them realize things they might not have thought of otherwise. They are...

4 Easy Tips to Increase Sales During Your Next Negotiation
Improving Sales

4 Easy Tips to Increase Sales During Your Next Negotiation

The best negotiators in the world are always trying to learn new skills and figure out what they can do to negotiate more effectively. Contrary to...

How to Improve Sales Skills by Making Connections
Improving Sales

How to Improve Sales Skills by Making Connections

When many people sit down at the table with potential clients, the obvious goal is to make a connection. A good connection can create a lasting...

3 Ways to Master Sales Negotiations
Improving Sales

3 Ways to Master Sales Negotiations

At Black Swan, we’re always working hard to help people like you become better negotiators.  In my experience, reaching your full potential as a...

How Can Sales Negotiation Training Help My Team?
Improving Sales

How Can Sales Negotiation Training Help My Team?

No matter how effective your sales team is, it can always improve. If you’re on the fence about whether it’s worthwhile to invest in sales...

Sales Negotiation Strategies for Nonconfrontational Individuals
Improving Sales

Sales Negotiation Strategies for Nonconfrontational Individuals

Every now and again, the best negotiators find themselves sitting across the table from someone who is nonconfrontational. Because we are all so...

Infographic: How to Negotiate Through the Sales Process
Improving Sales

Infographic: How to Negotiate Through the Sales Process

A lot of salespeople go into meetings with potential buyers and spend their time trying to educate them about their products. But that’s awareness...

How to Demolish Your 2021 Sales Goals
Improving Sales

How to Demolish Your 2021 Sales Goals

Every top-performing sales team is focused on the same thing: getting consistently better results over time. 

Why Good Cop, Bad Cop in a Negotiation is a Terrible Idea
Communication Techniques

Why Good Cop, Bad Cop in a Negotiation is a Terrible Idea

If you’ve ever seen practically any movie that involves police officers, you’re familiar with the good cop/bad cop negotiation strategy. During an...

How to Teach Your Sales Team to Negotiate Better Deals
Improving Sales

How to Teach Your Sales Team to Negotiate Better Deals

Whether your sales team is crushing it every month or struggling to reach targets, you can always get better results. One of the main reasons sales...

3 Tips to Win Your Next Sales Negotiation in a Virtual World
Improving Sales

3 Tips to Win Your Next Sales Negotiation in a Virtual World

Many sales negotiations have moved online during the COVID-19 pandemic. Instead of sitting across the table from someone, sales teams are now hopping...

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