L&D articles

The science of selling and the selling of science

Scientists, engineers, medics, lawyers, doctors, accountants and their professional brethren have spent many years training to become experts in their field. but do they understand their own role in creating customer value?

By | 2017-10-10T13:05:31+00:00 June 23rd, 2015|Categories: Sales, Sales articles, Learning & Development, L&D articles|

Being a people person – common sense or learnable skill?

What makes the simple day-to-day task of dealing with other people so full of traps and obstacles that turn a straightforward conversation into a tedious, confused or downright argumentative one?

Why sharing your feelings is key to a successful negotiation

One of the more surprising findings from Huthwaite’s original observational research was the fact that skilled negotiators expressed their feelings more than the average negotiators. Dr Janet Curran tells us more.

Irritating behaviours avoided by the skilled negotiator

Dr Janet Curran introduces us to one of the most interesting behaviours that was identified during the original observational research. In Huthwaite we call this behaviour an “Irritator”.

The problem with empathy

The word “empathy” is one that gets bandied about a lot these days, with the focus on emotional intelligence and needing to “understand” customers.

How to run an effective meeting using verbal behaviours

Meetings – by which we mean interactions of just about any kind, and of any length or degree of informality – can fail for a number of reasons.

Is consultative selling dead? How to sell in 2015

The advent and growth of new technologies and business processes create challenges that sales organisations have to address, which inevitably means the role of sales people has to change.

By | 2017-10-10T14:50:20+00:00 December 17th, 2014|Categories: Sales, Sales articles, Learning & Development, L&D articles|

Why effective negotiation skills are key for L&D

Being able to negotiate effectively is becoming increasingly important for all organisations and departments.

How should we deal with emotions in negotiation?

Negotiation is a topic that is guaranteed to raise emotions. What is the best way to deal with emotions in negotiations?