The game begins In the context of far-reaching business decisions, a decision-making body is formed in companies that commissions a project team to prepare the decision. The project team is given strategic business objectives, a time frame for the overall project as...

The champion, a human being The guiding principle "No champion, no deal" is one of the basic principles of sales and essentially states that no success (contract conclusion, commitment) is possible without the support of a strong "friend" on the customer side. But is...

Closing is no substitute for negotiating skills In the English-speaking world, people like to talk about the legendary closing. Many colleagues regard closing as a master discipline that particularly distinguishes the management or sales personality. I only partially...