Recent Post

Subscribe to ZEHREN-FRIEDMAN's YouTube Channel!

Submitted by ZF Admin on Mon, 01/09/2012 - 11:39

ZEHREN-FRIEDMAN has a YouTube Channel where short skills training videos are posted. Go subscribe now so you'll know when new videos are posted.

Influence is Everywhere

Submitted by Joe Friedman on Mon, 01/09/2012 - 11:23

Influence and influence skills best practices observed in the everyday.

The power and pitfalls of influence are in play all around us every day. This ongoing series "Influence Is Everywhere" shows some examples from daily life that help illustrate important influence principles.

Do your sales reps make unnecessary price concessions?

Submitted by David Zehren on Tue, 09/13/2011 - 13:43

Better negotiators close deals at higher value.

If your salespeople were really good negotiators, do you think they could close deals, on average, at a 1% higher price? If that seems reasonable, consider the value added straight to your bottom line. Consider a typical example:

How Socrates Sold

Submitted by Joe Friedman on Tue, 09/13/2011 - 13:36

Quick Guide to Consultative Sales Calls by ZEHREN-FRIEDMAN

Questions Don’t Just Ask—They Also Tell!

It is obvious that you should use questions when you want information to flow from the other person to you. It’s less obvious, but no less true, that you can also use questions to make information or a viewpoint flow in the opposite direction—from you to the other person.

How to Open a Sales Call: 3 Things Sellers Should Do

Submitted by ZF Admin on Tue, 09/13/2011 - 13:31

How to Open a Sales Call--Three Steps by ZEHREN-FRIEDMAN

It's easy to get lost in the sea of opinions on how best to open a sales call. And it's no surprise so much attention is given to this important part of the process. Too much focus on what steps to take when attempts to reduce sales calls to a series of mechanical steps and obscures the more artful considerations that set apart successful sales calls.

Sell Better.

Submitted by ZF Admin on Tue, 01/04/2011 - 13:38

ZEHREN-FRIEDMAN helps clients sell, present, negotiate, and influence better.

It's about helping your client succeed.

A principled seller works hard to understand the companies she sells to and to find ways to help her buyers be more successful. At ZEHREN♦FRIEDMAN, we focus on consultative selling, not product pushing.

Present Better.

Submitted by ZF Admin on Tue, 01/04/2011 - 13:34

From Panic to Poised Professionalism

Displaying nervousness while presenting may not be desirable, but it is not the worst thing a presenter can do. Putting an audience to sleep is a far greater offense.

Negotiate Better.

Submitted by ZF Admin on Thu, 07/08/2010 - 18:15

Good negotiating is about producing good terms and good relationships.

Using Principled Persuasion, the negotiator recognizes the legitimate needs and aspirations of her counter-party, but is still able to pursue her own interests with energy and determination.

Influence Better

Submitted by ZF Admin on Mon, 07/05/2010 - 13:41

Building the credibility you need to have the influence you want

Helping Clients Succeed for Over 20 Years.

Submitted by ZF Admin on Sun, 06/27/2010 - 21:34

ZEHREN♦FRIEDMAN has been helping clients sell, present, negotiate, and influence better for over 20 years.

We understand that every company we