Order Directly from Amazon.com The One Thing That Changes Everything – How trust affects the trajectory and outcome of our lives – both personally and professional – and what we can do to change it. Beyond “ethics”: Why personal credibility is the foundation of all trust and how to creat it. How to behave yourself…

You can read it in under an hour, but it will stick with you for the rest of your career. It’s loaded with all the nuts and bolts about how to be a successful boss.  Rod Collins learned his lessons the hard way but passes them on to you the easy way in this great…

Now available as a PDF Instant download for only $10 using any major credit card or your paypal account.

This chapter introduces a model of the Win-Win Negotiation process.  This is the same model featured in the book The Win-Win Negotiator, which I coauthored with Brian G. Long.  After an explanation of the model, I will show how it applies directly to the selling process. As you look at the model on the next…

The next four chapters focus on the how-to’s of each of the four steps of the PRAM Model as they relate to successful selling.  I have renamed these four steps with titles that are oriented less toward negotiation in general and oriented more toward the selling process.  I renamed planning “Planning for Positive Results” in…

The first step in the Win-Win Negotiation process is the development of a Win-Win Plan.  The essence of a Win-Win Plan answers the question: “What can I do for the person I’m about to deal with that will motivate that person to give me what I want in return?”  I used to think that negotiation…

Once you’ve established your Win-Win Plan, you come to a step in the Win-Win Negotiation process that is often ignored: the development of Win-Win personal relationships.  Developing these relationships is critical because people are very willing to go that extra mile for someone they like and trust.  On the other hand, people will rarely stick…

Once the relationship is in place, the next step in the process is forming a Win-Win Agreement.  In it I offer to give you what you want in exchange for your giving me what I want.  What’s important to note here is that if the first two steps of the Win-Win process have been executed…

Like it or not, every one of us is a salesperson.  It’s a fact of life.  We’re all selling something whether it be our friendship, an idea, a point of view, a product, or a professional service.  The people to whom we try to sell these things are our customers.  This means that our success…