
Everything is based on mutual respect for different people, opinions, cultures, levels.
Open ended questions that speak to essence of people, not task oriented stuff
Closing business means I created jobs for people, and that's way more satisfying than a commission check.
Closed deals can reward ongoing growth for 24 months as programs stand up and usually once that happens, customers invest more into the program.
No meeting ever is led with a Machiavellian approach, nothing is fear-based, all opinions are valued and measured, and when necessary, those opinions help drive positive change in the org because leadership gives all levels a chance to share thoughts/ideas/etc.