Whada ya rates? ‘Cos I’m a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal” This is an…
‘My sales people are not closing sales’ is the most common complaint we hear. The biggest cause for people not being able to close sales it not the close itself….
I declare right up front that I am not, and never have been a fan of the Hard Sell. You have probably guessed that from all my previous posts. And…
You don’t have to discount price to win good business and good customer relationships even in tough markets. I mentioned earlier this year my team and I are working on…
I often get requests by sales mangers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills…
Ever misinterpreted or missed hearing important information which meant that you missed a vital opportunity? You’re not alone. Listening has always been, and still, one of life’s most vital skills….
An Audience with Procurement Part 2 Following for last week’s piece on Procurement, I promised I would delve further into the view from the other side of the table and…
Recently I was approached by the head of CISP Australia (Chartered Institute of Purchasing and Supply) www.cipsa.com.au (broken link), Jonathan Dutton to be their after dinner speaker at the Women…
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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