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Power Shift Negotiating

Power Shift Negotiating

During a recent workshop I conducted, one of the participants told me about a struggle he was having with a very important deal. He was trying to get a large contract with a Fortune 500 account. While he had been working for months to establish his firm as the best...
Don’t Negotiate Before the Selling is Done

Don’t Negotiate Before the Selling is Done

Contrary to popular belief, selling and negotiating are two distinct disciplines, yet so many people consider them to be one and the same. Let me explain why I believe the two are different, and why it is so important not to negotiate until the selling is done. Make...

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