Communication Techniques

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...

Communication Techniques

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...

Communication Techniques

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...

Tone

4 Ways Tone Can Negatively Impact Negotiations

Often, we say things that are not received how we expect because we use the wrong tone.

Communication Techniques

Mastering Tone in Negotiations & Why It Matters

Everyone’s heard the famous adage: It’s not what you say, but how you say it.

Negotiation Tactics

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...

Negotiation Tactics

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...

Salary Negotiation

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...