"I wanted to let you know how much I have come to rely on the speaking and presentation techniques you have taught me. At last week's presentation, I felt relaxed, confident, and organized. Your patient coaching paid off. Thank you."

President, Fidelity Brokerage Group

Successful Partnerships

How to think for success

In some early languages, the words for pirate and trader were the same. A ship would come to a port and steal if it was strong enough and trade if it was not. However, eventually the long-term consequences of such theft came to be known. In The Iliad, Paris had successfully carried Helen off to Troy, but the Greeks knew where he lived. Their armies not only got her back but also destroyed the city. The lesson to be learned was that the best business deals are those where both parties feel satisfied with the arrangement.

This means partnerships

In a modern business transaction, the essence of the deal is partnership. Each of the partners has something of value to offer and each needs something. Without both partners acting together, no deal can be made.

Before you begin an interaction with another person, you must remind yourself that you are not dealing with a dangerous, hostile threat to your well-being. This is not a foe trying to steal your source of food. Instead, it is your partner. The two of you want to work together for your mutual benefit. This cooperation will produce the best results for both of you.

What We Teach

Many people approach sales training by telling you what to do. They try to provide an approach to every problem or situation. For example, they might give the rule for arranging seating of two groups at a sales session on conducting sales calls. (Mix the seats to avoid an "us versus them" arrangement.) They also might tell you where to stand when presenting or what to wear.

We do not think there is a single correct way to sell. Instead, we teach you how to assess a situation and how to think about the meaning of your actions. We make you aware of the many messages you might be sending and teach you to select the one appropriate to your aims.

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