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On the strategic degree, gross sales negotiation is sort of a chess recreation, however on the tactical degree, it’s like taking part in poker. The events cover their feelings behind poker faces in an try and obscure the power of their actual hand – protecting their playing cards near the vest.
The simplest strategy to get a peek at these playing cards is to maintain your ears open and your mouth shut.
Listening builds deep emotional connections with different individuals. The extra you hear, the extra related your stakeholder will really feel to you. As this emotional connection deepens, emotional partitions crumble. Because the partitions come down, they speak extra. The extra they speak, the extra they reveal. This will get you under the floor and allows you to entry their playing cards.
Listening is the place efficient gross sales negotiators earn their stripes.
