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…
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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…
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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…
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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.…
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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…
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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…
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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…
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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…
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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…
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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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