The circle of trust: building and maintaining customer relations
Here's how to build trust within a sales relationship.
Are you an ethical seller? Try out this test to find out …
Find out how ethical you are when conducting a sale and what distinguishes an ethical salesperson from a traditional one.
Win-Win or compromise? What does win-win really mean?
by Alice Alessandri e Alberto Aleo The expression Win-Win has been bandied about in economics for years now. Companies must pursue a win-win logic while sellers have to aim for a win-win outcome with their customers, so that everyone is…
Incremental negotiation: how Nash demonstrated that you must give more than you take
Nobel Prize winner John Nash helps us to understand why we need to change our perspective with customers.
What can I do if the customer judges me purely on the basis of price?
What can I do if the customer judges me purely on the basis of price? Avoid the ‘downward spiral’.