Non-negotiable! Why businesses must negotiate more effectively

Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.

By | 2017-10-10T10:16:57+00:00 December 5th, 2016|Categories: Sales articles, Procurement articles, L&D articles|Tags: , |

How to challenge effectively – part 3

There are two basic ways to challenge – you either push your alternative ideas at another person, or you ask them questions to challenge their thinking.

Does SPIN® Selling work? A company share their story

In a video testimonial Atkins Global share their story of achieving sales excellence from a SPIN® implementation to 400 people.

By | 2017-10-10T10:18:46+00:00 December 1st, 2016|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|Tags: , |

How to challenge and retain a creative and productive conversation – part 2

To create a feeling of collaboration you need to show Support for the other person. This means finding the areas of common ground on which you can both agree. Sometimes, when we hear a proposal or an opinion put forward with which we don’t agree, or we think we have a ‘better’ idea or opinion it is human nature to jump in with giving our own idea or opinion straightaway.

How salespeople can work better with procurement and achieve success for both

How can salespeople work better with procurement departments to improve both their own sales success and procurement’s standing and leverage in the business?

By | 2017-10-10T10:21:25+00:00 November 17th, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , , |

The value proposition challenge for sales and how to address it

The challenge for professional sales people, particularly in complex B2B sales, is to be able to uncover from a prospect those underlying needs that the high level value proposition is designed to solve. Find our more.

By | 2017-10-10T10:21:51+00:00 November 12th, 2016|Categories: Sales, Sales articles|Tags: , |

How to address price pressure and sell value

Watson-Marlow Fluid Technology Group (WMFTG) is a world leader and premium provider. They share their experience on using SPIN® Selling to counter market pressure on price and product.

By | 2017-10-10T10:22:13+00:00 November 5th, 2016|Categories: Sales, Sales case studies|Tags: , |

How to challenge your business – effectively. Part 1

Many professionals are fearful or uncomfortable with challenging their business. But it can be a highly effective strategy. Here's why.

By | 2017-10-10T10:22:46+00:00 November 3rd, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , |

Negotiation in the virtual world

Making long distance business relationships work can be extremely challenging but technology has allowed us to overcome these challenges, or has it? We may think that technology can fix everything but as many organisations have learnt, the move towards virtual can equally add complications if not managed effectively.

How not to make a sale

What makes a successful salesperson? Fast talking, pushy, and pressurising? Or at least that’s what most people think but the reality is that salespeople like this would not last long in the real business world.

By | 2017-10-10T10:23:24+00:00 September 30th, 2016|Categories: Sales, Sales articles|Tags: , , |