Which phase of a negotiation do you find most difficult?
You probably already know how hard it is to negotiate confidently. You know the difficulties of setting out the right information to influence others to your point of view. Or how debilitating it feels when you are sitting opposite someone who seems to hold the whip...
THE SUCCESSFUL NEGOTIATOR – is this you?
Ask yourself these questions to see if you have the key attributes to being a successful negotiator: o You see possibilities rather than problems. o You are an excellent communicator. o You keep an open mind. o You have confidence in your own abilities and the...
How to find great prospects
An excellent article by Lucy Hogarth, founder at the Marketing Centre Find the full article here Let us tell you a secret. There’s an industry dedicated to finding small and medium-sized businesses a load of great, qualified leads. This may seem like a mysterious art,...
Advance the relationship – don’t continue it
I am sure you have heard something like this after a sales call to a customer: “It was an excellent meeting, they really like us and what we do. I got on really well with the buyer and their team. It seems we support the same sports team and our kids are the same age....
Energising conversations
“How do I know what I am thinking until I have said it” is the comment that sparked this blog post. It was made by a client of mine during one of our monthly meetings where we talked about how to grow their business. They talked about their ideas, their expectations,...
Make yourself scarce
Make yourself scarce No, I don’t mean go away. I mean make what you do or who you are a scarce resource and see what happens next. It works for me. Too many times in the past I have made myself a commodity and then wondered why no one was prepared to pay a premium. If...
Agreeing on the problem – Seth Godin
Seth Godin is a prolific author churning out reams and reams of high value content. I read this and just wanted to share it with the people who read my blog. I take no credit whatsoever for it as all of that goes to Seth himself Agreeing on the problem Please don't...
Overcoming push back to change
Working through a change programme Recognise this famous quote? Plus ça change, plus c'est la même chose - I don't speak that good French so rely on the translators to tell me that it means: “The more it changes, the more it’s the same thing.” In my years of working...
Motivating sales people to enhance productivity
Sales Management Practices Companies are becoming increasingly aware of needing to boost their sales in order to emerge ready for battle after the economic downfall. But taking on the management role of the sale force is a tall order and requires special touches and...
The 360 Degree Feedback Method
Our first guest blog is from Sophie Eagan of 360 Appraisal "Feedback in business is not something new, many companies use customer feedback to improve areas of their company, they have done this for many years! The 360 degree feedback method is slightly different. The...