Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.
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.
How can salespeople work better with procurement departments to improve both their own sales success and procurement’s standing and leverage in the business?
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.
Many professionals are fearful or uncomfortable with challenging their business. But it can be a highly effective strategy. Here's why.
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.
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.
Why transports businesses may struggle with effective negotiation and why they need to address it.
It’s an age-old challenge; how do you get somebody or something to do something that you want them to do? David Freedman explores models of motivation and why helping corporate buyers will boost your deal-making success.
Can a sales manager coach? Many would argue not. Conversely can a coach sell? Many do not relish the idea of selling their services. In fact, as Huthwaite's Dr Janet Curran argues, both can benefit from the skills of the other, which are not as far removed as you might think.