We’ve helped clients sell, present, negotiate and influence more effectively for over 20 years.


 

Can a computer role-play customer and coach and teach sales conversation skills better than most sales trainers and managers? 

We’ve believe the answer is… Yes! We’ve partnered with SIMmersion to bring immersive role-play simulations to our skills training.

This is a powerful new approach to skills training. We all know about the cost savings, but the real reason for teaching selling skills and managerial coaching skills online is effectiveness: Better learning of concepts, more practice, better coaching and feedback, more ongoing reinforcement and skill maintenance.  

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Many people—and most negotiators—are familiar with Getting to Yes by Fisher and Ury and the concept they helped capture with the acronym “BATNA.” Unfortunately, the powerful and helpful meaning behind that catchphrase is often obscured by it.   

In this video, Joe Friedman and David Zehren discuss the important idea behind BATNA and offer up BATTN to help keep it clear and in focus.

Think you know what BATNA’s all about? Our negotiating skills training helps ensure that your people carefully consider what are the “best alternatives to this—and any other—negotiation” for them and their counter-parties to help them reach better outcomes and negotiate better.

 


Sellers should talk more?!
The oft-repeated and recognized truism, “selling is not telling” is easy to say, but our informal research shows that it’s less easily done. Seller’s beware! And be prepared. You can tip the talking ratio to the buyer with better planning. We can help. 

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When you present, do you use the Five Visual Delivery Skills to maximum effect?

Do you know the 5 Visual Skills for delivering great presentations? More importantly, do you use them?

In this quick video, Joe Friedman highlights the five visual delivery skills and how to use them to present better.  

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Split the difference or stay with the tension?  Lose-lose or win-win? When the tension rises between your  counter party’s and your interests, splitting the difference is a quick way to relieve the tension…but it is rarely the best solution. It leads more to a lose-lose outcome than a win-win outcome.

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Influence is everywhere: Using the power of influence to reduce power consumption. Can ComEd get us to reduce power consumption by using a powerful tool of influence called social proof? Robert Cialdini thinks so. And for good reason. Part of the power of social proof is that it’s almost instinctive.

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David Zehren and Joe Friedman give a brief overview and history of ZEHREN♦FRIEDMAN Associates in this video.