Selling and negotiating in the Healthcare industry and the skills everyone needs

Ali Morris speaks to GHP about the way the industry sells and negotiates, and the key skills everybody needs.

By | 2017-09-05T08:56:58+00:00 June 30th, 2016|Categories: Sales, Sales articles, Procurement articles, Learning & Development, L&D articles|Tags: , |

Why a systematic approach to selling is crucial to success

Huthwaite International CEO Tony Hughes explores the importance of a systematic sales approach in order to achieve sales success.

By | 2017-09-05T08:57:20+00:00 June 29th, 2016|Categories: Sales, Sales articles|

When it comes to negotiation why knowledge is a better insurance policy than cunning

There’s plenty to go wrong in even the most trivial negotiation. And in the big, important ones, mistakes can be costly and very difficult to unravel. Huthwaite's Head of Sales, David Freedman discusses why skill and knowledge are a better insurance policy than trusting to luck and native cunning.

By | 2017-09-05T08:57:31+00:00 June 29th, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , |

How to position IT security software as part of your client’s positive overall digital strategy

How to avoid IT security software becoming an esoteric, reactive, tactical purchase, rather than a part of your client's positive overall digital strategy.

By | 2017-09-05T08:57:42+00:00 June 29th, 2016|Categories: Sales, Sales articles|Tags: , |

How elearning is facilitating me-learning

What should the training world make of Mintel research showing that e-reader and e-book sales have declined, while paper publications have increased their market share?

Skilled negotiators: It’s all about behaviour

Negotiation is something that never seems to be out of the news, or out of our lives. What are the secrets of doing it well?

By | 2017-09-05T08:59:17+00:00 April 26th, 2016|Categories: Sales articles, Procurement articles|Tags: , |

What do you bring to the negotiating table?

Huthwaite research suggests that most people, in most places, get the skill of negotiation wrong, most of the time. This is both costly and avoidable.

By | 2017-09-05T08:59:37+00:00 April 21st, 2016|Categories: Sales, Sales articles, Procurement articles, L&D articles|

How INVISTA took a flexible approach to improve their negotiation skills and value-sell LYCRA® fibre

How global polymer and fibre specialist INVISTA took a flexible approach to improving negotiation skills and value-selling LYCRA® fibre and other speciality apparel lines.

By | 2017-09-05T09:00:49+00:00 April 16th, 2016|Categories: Sales, Sales articles, Procurement articles|

Negotiation is a mix of deliberate process and skillful verbal behaviour

Successful negotiation, whether for a massive sale, settlement of an industrial dispute, or agreement of commonplace but important workplace issues, is a careful mix of deliberate process and skillful verbal behaviour. Both are rooted in best practice, and both can be learned.

By | 2017-09-05T09:01:53+00:00 March 24th, 2016|Categories: Procurement, Sales articles, Procurement articles|

Why a lack of sales methodology in the manufacturing industry is a huge opportunity

Is there a lack of sales methodology in the manufacturing industry? If that's the case, there's a huge opportunity for those with a more process driven approach.

By | 2017-09-05T09:02:17+00:00 March 14th, 2016|Categories: Sales, Sales articles, L&D articles|