In this article, you will learn more about:
• Recognizing the value of objections
• Considering important factors for successful negotiation
• Practicing the art of asking, a.k.a. “closing”
Author: Hannah Bratterud
For more than two decades, I have been developing and refining my approach to designing exceptional employee experiences. My training in organizational psychology combined with extensive work experience in multiple industries across the U.S. has proven to me that the key to achieving real differentiation in the marketplace is putting people first in business.
SOLVE real problems
In this article, you will learn ideas for how to:
• Focus on solving real problems for real people: alleviating pain
• Align your approach to the customer’s strategic goals
• Present solutions that fully align to resolve pain
ENGAGE decision makers
In this article, you will get tips for how to:
• Stay focused on value
• Formulate engaging questions
• Develop strategies for telling your story
Matters of Perspective: 2020
Reality is a matter of perspective. The cool thing about getting older is that you gain more of it. Through the examples from my own “then” and “now” reality, learn how a change of perspective can change everything!
Quit crying (part II)
In this article, you will learn three specific, brain-friendly strategies for effective emotional self-regulation:
• Labeling
• Reappraisal
• Expectation management
CONNECT with authenticity and purpose
In this article, you will get ideas for how to:
• Identify and reach out to decision makers
• Practice your elevator pitch
• Schedule discovery meetings
Quit crying (part I)
This article focuses on how the brain processes emotion, and includes strategies for emotional management:
• The two brain systems
• Disarming an emotional hijack
• Strategies for regulating emotion
PRIORITIZE for faster sales results
In this article, you will learn tips for how to:
• Identify the market you serve, and your ideal customers
• Review the tools that help you run your sales business effectively
• Create a list of prospects to kick off your outbound sales campaign
The art of asking: from Norway to America and back again
If you want better answers, ask better questions: What my journey from Oslo, Norway to Tulsa, Oklahoma way back when taught me about asking the right question. The art of asking good questions is the most critical sales skill, right next to listening. It is also the most important consulting skill, coaching skill, and leadership […]
The intersection of pain and progress
At the intersection of pain and progress lies prosperity. When you focus on the impact you can have on others by connecting with, and uncovering their pain, your ability to heal and create prosperity for yourself and others will grow.