In which we are reminded to tell the best parts of our story (i.e. our results, our value) first in three (or fewer) simple sentences. Read more »
In which we are reminded to focus first on relationship and value demonstration, then on the commissionable task. Read more »
In which we are reminded to sell the strengths we have rather than those we wish for. Read more »
In which we are reminded that good negotiating outcomes begin with and depend on value-oriented discovery and selling. Read more »
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