SNAP Selling is an amazing, relevant book for our current economic condition. I related to the information on two levels: as a crazy busy buyer and as a sales person selling services on behalf of my company. I’ve done many crazy busy buyer things to people trying to sell me much needed goods and services. If the sales person does not make it easy for me, I ignore them even when my company needs them. That realization led me to empathize with the people I sell to. I have reworked my approach to make things easier for my prospects. I write emails and letters, and leave voicemail messages that prove I understand their issues and have solutions for them. I never talk about me (my favorite topic in years past) but rather about my current clients’ successes with my work. I am getting really terrific results. People return my emails, calls and take the initiative to keep me in the decision making loop. I have many more prospective clients in various stages of the pipeline. Since I read this book a month ago, I have recommended it to many other people. One consultant told me, “I felt like Jill had looked into my world. She really nailed the problems in my selling process. Thanks for recommending the book.” I felt the same way. Jill really nailed the problems and also nails the solutions for us. Thanks Jill!

Using contract attorenys is a common practice and frought with ethical traps. You would think, as lawyers, we would understand the risks and have contracts in place to minimize conflicts of interest, illegal fee splitting and other serious issues. BUT NO!!! I was hired by a very reputable law firm to prepare a pre-meidation report and I WROTE MY OWN INDEPENDENT CONTRACTOR AGREEMENT. Geez. So, I am co-chairing this Wasington State CLE with Melissa Weiland. Ethical & Practice Management Tips for the Solo/Contract Attorney

I thought you all might like my negotiating  tip “Beware of Dilbert Style Negotiating by Jeanette Nyden”. I’ve been watching this “bid low and make it up” syndrome in this tough economy. With even tighter margins, many suppliers feel boxed in a corner. They have to win the business with the lowest bid, yet everything else is in flux.  I firmly believe that this transaction model has passed its prime and no longer serves anyone—not the customer, not the consumer and not the supplier. So, what is the new model? Vested Outsourcing. I am co-authoring the Vested Outsourcing Manual to be published by Palgrave Sept. 2011.
As the publication date for the Vested Outsourcing Manual draws near, I’ll be letting you know more about Vested Outsourcing and the Manual I am co-authoring. For now, here is a link if you would like to learn about the theory behind Vested Outsourcing.  http://www.vestedoutsourcing.com/

Fellow mediator, Tammy Lenski, EdD put together a list of recommended books. Read the list here.

I am proud to say that I am affiliated with several of the sales resources nominated to be the Top Sales Resource for 2010. I am a CanDoGo contributor, a Business Expert Webinar contributor, Sales Gravy published my book, and a colleague of Nancy Nardin, owner of Smart Selling Tools. Vote today. http://www.topsalesawards.com/nominations.php?award_cat_id=6 

I’m leading an ExecSense webinar on Nov. 18th at 2:30pm EST on “How to Become an Expert Negotiator as a Business Development Executive”, you can get more information at http://bit.ly/akgdZi

Would I Lie to You? Would I tell you something that wasn’t true? Yes, it’s the Eurythmics song from the ‘80’s. Lying is also a common complaint among negotiators. Mostly, we focus on big stuff: the fraudulent comment or the obvious bluff. There is a much more prevalent and insidious type of lie, though. Lying Qualifiers You know, those little phrases that indicate that you are about to tell a lie.

Read the rest of Would I Lie to You? >>

What’s In Your Contract was published in the National Association of Women Business Owners (NAWBO) magazine. Read the article here.

I was interviewed and quoted in The Wall Street Journal — Negotiating for More.

I am collaborating with Bonnie Keith, owner of The Forefront Group. Ms. Keith has more than 25 years as a senior purchasing management for GE and PepsiCo, to name just two of her former employers. Ms. Keith told me that neither she, nor her employees, would suggest a through contract review. She would certainly welcome the opportunity if the supplier suggested it!