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Learn practical strategies to turn price discussions into value based negotiations and protect your margins. https://blog.prodability.com/article-assets/gestione-richieste-sconto-clienti/gestione-richieste-sconto-clienti-cosa-comunica-sconto.jpg How to handle customers who ask for a discount Do discount requests put your deals at risk? Learn practical strategies to turn price discussions into value based negotiations and protect your margins. https://blog.prodability.com/article-assets/gestione-richieste-sconto-clienti/gestione-richieste-sconto-clienti-effetti-cattiva-gestione-sconto.jpg How to handle customers who ask for a discount Do discount requests put your deals at risk? Learn practical strategies to turn price discussions into value based negotiations and protect your margins. https://blog.prodability.com/article-assets/gestione-richieste-sconto-clienti/gestione-richieste-sconto-clienti-processo-richiesta-sconto.jpg How to handle customers who ask for a discount Do discount requests put your deals at risk? Learn practical strategies to turn price discussions into value based negotiations and protect your margins. https://blog.prodability.com/article-assets/gestione-richieste-sconto-clienti/gestione-richieste-sconto-clienti-trattativa-vs-negoziazione.jpg How to handle customers who ask for a discount Do discount requests put your deals at risk? 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What research says and how to turn the gesture that works into a service procedure your team uses. https://blog.prodability.com/en/how-to-systemize-your-business/ https://blog.prodability.com/article-assets/sistematizzazione-azienda/en/how-to-systemize-your-business.jpg Business systemization: the 5-phase operational guide How to systemize your business: what it means, the 7 warning signs, a 5 phase framework, the right tools, the KPIs to track and the mistakes to avoid. https://blog.prodability.com/en/how-to-win-over-a-customer/ https://blog.prodability.com/article-assets/come-conquistare-un-cliente/en/how-to-win-over-a-customer.jpg How to win over a customer without being a charismatic salesperson Trust matters more than likability: how to win over a customer with proven competence and promises kept, even without a born salesperson's charisma. https://blog.prodability.com/en/how-to-write-problem-statement/ https://blog.prodability.com/article-assets/problem-statement/en/how-to-write-problem-statement.jpg How to write a problem statement: definition and examples What a problem statement contains, the three swaps that empty it, four steps to write one, and three examples rewritten before and after, and a closing test. https://blog.prodability.com/article-assets/problem-statement/problem-statement-cinque-elementi.jpg How to write a problem statement: definition and examples What a problem statement contains, the three swaps that empty it, four steps to write one, and three examples rewritten before and after, and a closing test. https://blog.prodability.com/article-assets/problem-statement/problem-statement-quattro-passaggi.jpg How to write a problem statement: definition and examples What a problem statement contains, the three swaps that empty it, four steps to write one, and three examples rewritten before and after, and a closing test. https://blog.prodability.com/en/how-to-write-professional-emails/ https://blog.prodability.com/article-assets/come-scrivere-le-mail/en/how-to-write-professional-emails.jpg How to write emails: the method for actually getting read Emails ignored, misunderstood or buried in endless threads? 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Eliminate clutter, cut the time spent searching for files and improve productivity at work. https://blog.prodability.com/en/pareto-chart/ https://blog.prodability.com/article-assets/diagramma-di-pareto/en/pareto-chart.jpg Pareto chart: finding the few problems that matter most What a Pareto chart is and how to build one: the five related terms, five steps, a worked example with two rankings, and the mistakes that make it misleading. https://blog.prodability.com/article-assets/diagramma-di-pareto/diagramma-di-pareto-cinque-passi.jpg Pareto chart: finding the few problems that matter most What a Pareto chart is and how to build one: the five related terms, five steps, a worked example with two rankings, and the mistakes that make it misleading. https://blog.prodability.com/article-assets/diagramma-di-pareto/diagramma-di-pareto-due-graduatorie.jpg Pareto chart: finding the few problems that matter most What a Pareto chart is and how to build one: the five related terms, five steps, a worked example with two rankings, and the mistakes that make it misleading. https://blog.prodability.com/en/phrases-that-kill-a-sale/ https://blog.prodability.com/article-assets/le-5-frasi-che-distruggono-la-vendita/en/phrases-that-kill-a-sale.jpg The 5 phrases that kill a sale The 5 customer phrases that kill a sale: why they come up, how to prevent them during the negotiation and how to eliminate them for good with a shared method. https://blog.prodability.com/en/problem-finding/ https://blog.prodability.com/article-assets/problem-finding-aziendale/en/problem-finding.jpg Problem finding in business: noticing a problem before it shows up with a cost Problem finding: how to notice a problem before it shows up with a cost, how it differs from problem setting and problem solving, and how to read weak signals. https://blog.prodability.com/en/problem-tree-analysis/ https://blog.prodability.com/article-assets/albero-dei-problemi/en/problem-tree-analysis.jpg Problem tree analysis: causes, effects and where to intervene What a problem tree is and how to build one in a meeting: causes, effects, a filled in example on late deliveries, and the typical mistakes to avoid. https://blog.prodability.com/article-assets/albero-dei-problemi/albero-dei-problemi-albero-completo.jpg Problem tree analysis: causes, effects and where to intervene What a problem tree is and how to build one in a meeting: causes, effects, a filled in example on late deliveries, and the typical mistakes to avoid. https://blog.prodability.com/article-assets/albero-dei-problemi/albero-dei-problemi-parole-spia.jpg Problem tree analysis: causes, effects and where to intervene What a problem tree is and how to build one in a meeting: causes, effects, a filled in example on late deliveries, and the typical mistakes to avoid. https://blog.prodability.com/en/process-checklist/ https://blog.prodability.com/article-assets/checklist-processi-aziendali/en/process-checklist.jpg Process checklists: how to design them to reduce operational errors How to design process checklists that reduce operational errors: when you need one, DO CONFIRM vs READ DO, 5 9 items, field testing and regular review. https://blog.prodability.com/en/process-mapping/ https://blog.prodability.com/article-assets/mappatura-processi/en/process-mapping.jpg Business process mapping: a practical four-step method How to map business processes in four steps: observe, represent, validate, standardize. Essential BPMN symbols, which processes to map first, common mistakes. https://blog.prodability.com/en/reciprocity-principle-in-sales/ https://blog.prodability.com/article-assets/reciprocita-4-applicazioni-pratiche/en/reciprocity-principle-in-sales.jpg Reciprocity: 4 practical applications of the principle in sales The reciprocity principle applied to sales: 4 practical ways to give customers value before they buy, and how to build them into your sales process. https://blog.prodability.com/en/remote-work-organization/ https://blog.prodability.com/article-assets/smart-working-pmi-organizzazione/en/remote-work-organization.jpg Remote work and hybrid work: how to organize processes for distributed teams How to organize processes for remote and hybrid teams: telling the models apart, redesigning processes, choosing tools, measuring outputs and avoiding mistakes. https://blog.prodability.com/en/root-cause-analysis/ https://blog.prodability.com/article-assets/analisi-cause-radice/en/root-cause-analysis.jpg Root cause analysis: what it is, when you really need it, and when it is overkill Root cause analysis: what it is, when it is worth doing and when it is overkill, how it differs from the 5 whys, a full example and a one page template. https://blog.prodability.com/en/sales-techniques-vs-sales-system/ https://blog.prodability.com/article-assets/tecniche-di-vendita-o-sistema-di-vendita-vantaggi-e-svantaggi/en/sales-techniques-vs-sales-system.jpg Sales techniques or a sales system? 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When it makes sense, three practical alternatives and how to set written discount rules. https://blog.prodability.com/en/standard-operating-procedures/ https://blog.prodability.com/article-assets/procedure-operative-standard-sop/en/standard-operating-procedures.jpg Standard operating procedures (SOPs): a practical guide to writing and adopting them in your company How to write standard operating procedures people actually use: the seven section structure, writing rules, priority criteria, adoption and maintenance. https://blog.prodability.com/en/structured-business-growth/ https://blog.prodability.com/article-assets/crescita-aziendale-strutturata/en/structured-business-growth.jpg Structured business growth: a 5-phase framework for growing companies The 5 phases of structured business growth: how to grow without breaking your company. 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Learn why authority isn't enough and how measurement turns chronic problems into real influence and results. https://blog.prodability.com/article-assets/prendere-controllo-di-un-sistema/prendere-controllo-di-un-sistema-avere-fare-controllo.jpg Take control of a system Feel like you're losing control of your business? Learn why authority isn't enough and how measurement turns chronic problems into real influence and results. https://blog.prodability.com/article-assets/prendere-controllo-di-un-sistema/prendere-controllo-di-un-sistema-misurare-controllare-influenzare.jpg Take control of a system Feel like you're losing control of your business? Learn why authority isn't enough and how measurement turns chronic problems into real influence and results. https://blog.prodability.com/en/unproductive-meetings/ https://blog.prodability.com/article-assets/riunioni-lunghe-inconcludenti/riunioni-lunghe-inconcludenti.jpg Long, unproductive meetings Are your meetings long and unproductive? 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What business planning really is, its three time horizons and the three productive roles every company needs. https://blog.prodability.com/en/when-to-tell-customers-the-price/ https://blog.prodability.com/article-assets/quando-e-come-dire-il-prezzo-al-cliente/en/when-to-tell-customers-the-price.jpg When and how to tell customers the price: the steps to close the deal Say it too early and you hurt the deal; too late and you waste time. 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causes, costs and indicators for keeping the right people The causes of employee turnover, its hidden costs and the indicators to track: how to tell normal from costly departures and which levers to pull first. https://blog.prodability.com/article-assets/turnover-aziendale-cause/turnover-aziendale-cause-cinque-voci-costo-turnover.jpg Employee turnover: causes, costs and indicators for keeping the right people The causes of employee turnover, its hidden costs and the indicators to track: how to tell normal from costly departures and which levers to pull first. https://blog.prodability.com/article-assets/turnover-aziendale-cause/turnover-aziendale-cause-iceberg-costi-visibili-invisibili.jpg Employee turnover: causes, costs and indicators for keeping the right people The causes of employee turnover, its hidden costs and the indicators to track: how to tell normal from costly departures and which levers to pull first. https://blog.prodability.com/article-assets/turnover-aziendale-cause/turnover-aziendale-cause-tre-leve-ridurre-turnover.jpg Employee turnover: causes, costs and indicators for keeping the right people The causes of employee turnover, its hidden costs and the indicators to track: how to tell normal from costly departures and which levers to pull first. https://blog.prodability.com/en/company-values-examples/ https://blog.prodability.com/article-assets/valori-aziendali-esempi/en/company-values-examples.jpg Company values: examples and a method to define them How to define company values: concrete examples, a four step method to build them, and the signs that a value is actually lived rather than just declared. https://blog.prodability.com/en/conflict-management-at-work/ https://blog.prodability.com/article-assets/gestione-conflitti-lavoro/en/conflict-management-at-work.jpg Conflict management at work: mediation techniques for your organization How to manage conflict at work: tell the four types of conflict apart, run a 5 step mediation, spot early warning signs and avoid the most common mistakes. https://blog.prodability.com/en/delegate-without-losing-control/ https://blog.prodability.com/article-assets/delegare-senza-perdere-controllo/en/delegate-without-losing-control.jpg How to delegate without losing control: practical tools to monitor the result How to keep control of the result after you delegate: checkpoints agreed in the briefing, cadences, process indicators and short check ins with your team. https://blog.prodability.com/en/delegation-with-checkpoints/ https://blog.prodability.com/article-assets/delega-aziendale/en/delegation-with-checkpoints.jpg Delegation in your company: a practical guide to transferring decisions and responsibility How to delegate decisions, not just tasks: what to delegate, to whom, a six phase process and checkpoints that keep you in control without micromanaging. https://blog.prodability.com/en/employee-absenteeism/ 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See what really limits employee autonomy and three practical steps to build a team that decides on its own. https://blog.prodability.com/article-assets/mancanza-di-autonomia-nei-collaboratori/mancanza-di-autonomia-nei-collaboratori-autonomia-e-indipendenza.jpg Lack of autonomy in team members Do team members ask for approval on every decision? See what really limits employee autonomy and three practical steps to build a team that decides on its own. https://blog.prodability.com/article-assets/mancanza-di-autonomia-nei-collaboratori/mancanza-di-autonomia-nei-collaboratori-livello-corretto-autonomia.jpg Lack of autonomy in team members Do team members ask for approval on every decision? 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Research based method. https://blog.prodability.com/en/manage-interruptions-at-work/ https://blog.prodability.com/article-assets/gestione-interruzioni/en/manage-interruptions-at-work.jpg Managing interruptions: how to protect your focused work time How to classify interruptions at work by source and impact, and apply 4 practical strategies to win back focused work time without cutting off your team. https://blog.prodability.com/article-assets/gestione-interruzioni/gestione-interruzioni-tassonomia-interruzioni-dimensioni.jpg Managing interruptions: how to protect your focused work time How to classify interruptions at work by source and impact, and apply 4 practical strategies to win back focused work time without cutting off your team. https://blog.prodability.com/en/personal-productivity/ https://blog.prodability.com/article-assets/produttivita-personale/en/personal-productivity.jpg Personal productivity: what the evidence says (and what it doesn't) Which personal productivity levers have a scientific basis and which don't: three proven mechanisms, five popular hacks to drop, and how to build a routine. https://blog.prodability.com/article-assets/produttivita-personale/produttivita-personale-leve-produttivita-personale.jpg Personal productivity: what the evidence says (and what it doesn't) Which personal productivity levers have a scientific basis and which don't: three proven mechanisms, five popular hacks to drop, and how to build a routine. https://blog.prodability.com/en/procrastination-at-work/ https://blog.prodability.com/article-assets/procrastinazione/en/procrastination-at-work.jpg Procrastination at work: real causes and research-based strategies Procrastination isn't laziness but emotional regulation. 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https://blog.prodability.com/en/too-much-work/ https://blog.prodability.com/article-assets/troppo-lavoro/en/too-much-work.jpg The signs of too much work for those who lead a business Five signs that separate a busy period from an organizational problem: what each one indicates and the first concrete move to make for each of them. https://blog.prodability.com/article-assets/troppo-lavoro/troppo-lavoro-cinque-segnali.jpg The signs of too much work for those who lead a business Five signs that separate a busy period from an organizational problem: what each one indicates and the first concrete move to make for each of them. https://blog.prodability.com/article-assets/troppo-lavoro/troppo-lavoro-quattro-passi.jpg The signs of too much work for those who lead a business Five signs that separate a busy period from an organizational problem: what each one indicates and the first concrete move to make for each of them. https://blog.prodability.com/en/urgent-vs-important-tasks/ 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business owners and managers. https://blog.prodability.com/en/when-to-plan-your-week/ https://blog.prodability.com/article-assets/timing-pianificazione-imprenditore/en/when-to-plan-your-week.jpg Planning timing: when to plan your week as a business owner Plan your week on Friday or Monday? Morning or evening? A practical guide to the "when" of planning for business owners, managers and professionals. https://blog.prodability.com/article-assets/timing-pianificazione-imprenditore/timing-pianificazione-imprenditore-pianificazione-mattino-o-sera.jpg Planning timing: when to plan your week as a business owner Plan your week on Friday or Monday? Morning or evening? A practical guide to the "when" of planning for business owners, managers and professionals. https://blog.prodability.com/article-assets/timing-pianificazione-imprenditore/timing-pianificazione-imprenditore-profili-target-libero.jpg Planning timing: when to plan your week as a business owner Plan your week on Friday or Monday? Morning or evening? A practical guide to the "when" of planning for business owners, managers and professionals. https://blog.prodability.com/en/why-we-procrastinate/ https://blog.prodability.com/article-assets/perche-tendiamo-a-procrastinare-e-come-smettere-di-farlo/en/why-we-procrastinate.jpg Why we procrastinate (and how to stop doing it) The 9 psychological causes of procrastination: why we put off even what matters, and which rules help you stop delaying without relying on willpower. https://blog.prodability.com/en/words-that-help-entrepreneurs-grow/ https://blog.prodability.com/article-assets/le-parole-che-fanno-crescere-un-imprenditore/en/words-that-help-entrepreneurs-grow.jpg The words that help entrepreneurs grow Consistency, clarity, concreteness and priority: the four words that change the way a business owner works, translated into practical operating criteria. https://blog.prodability.com/en/workload-management/ https://blog.prodability.com/article-assets/carico-di-lavoro/en/workload-management.jpg How to measure workload and redistribute it across the team How to make workload measurable: an inventory of recurring tasks, a comparison with available capacity and four moves to redistribute work across the team. https://blog.prodability.com/article-assets/carico-di-lavoro/carico-di-lavoro-capacita-netta.jpg How to measure workload and redistribute it across the team How to make workload measurable: an inventory of recurring tasks, a comparison with available capacity and four moves to redistribute work across the team. https://blog.prodability.com/article-assets/carico-di-lavoro/carico-di-lavoro-quattro-mosse.jpg How to measure workload and redistribute it across the team How to make workload measurable: an inventory of recurring tasks, a comparison with available capacity and four moves to redistribute work across the team. https://blog.prodability.com/en/worst-enemies-of-entrepreneurs/ https://blog.prodability.com/article-assets/ecco-i-peggiori-nemici-dellimprenditore-e-non-sono-i-concorrenti/en/worst-enemies-of-entrepreneurs.jpg The worst enemies of entrepreneurs (and they're not your competitors) Urgencies, distractions, lack of method and the habit of doing everything yourself: the real enemies of entrepreneurs and how to defend against them. https://blog.prodability.com/en/reduce-surprises-free-up-time/ https://blog.prodability.com/article-assets/ridurre-imprevisti-liberare-tempo/ridurre-imprevisti-liberare-tempo-infografica-1-matrice-prevedibilita-prevenibilita.jpg Reduce surprises to a minimum and free up time Interruptions and distractions turn good time into bad time. How to detect surprises, trace each one to its gap and stop it from becoming a chronic problem.