Everybody needs to negotiate from time to time; at work, at home, as a leader, as sales person, and as a consumer. For some it seems easy, but others view…
Many people, especially sales people, often share the mistaken belief that Negotiation forms part of every sale which is not true. We often hear ‘my people need to be able…
It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our “sales force fitness” profiling work, where we…
In 30 seconds Theory of Mind (ToM) is all about understanding that others have unique thoughts, feelings, and viewpoints. It’s key for navigating any relationship, from work colleagues to family….
In 20 seconds Small businesses beware. Big company contracts often favour the buyer. Watch out for red flags like unfair IP ownership, exclusivity clauses, and unclear payment terms. To negotiate…
If you had to put a percentage weighting on the following questions what would your answers look like? How much of your individual success so far is solely down to…
Sales trend 1 from the Barrett 12 Sales Trends for 2019 tackles the issue of selling when trust in businesses and institutions is low. While there has never been a…
We are regularly asked by sales managers to provide negotiation skills training for their salespeople. However, after talking with them about their team’s situation and development priorities, it is quite…
Go out on a limb It’s hard not to notice that we all have quite a bit on our agendas; lots of things competing for our time and attention; too…
Sales Trend 7 from the Barrett 12 Sales Trends for 2016 Report is ‘Buyer Behaviours in Transition’. For some time now we have seen many suppliers falling victim to the…
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