SCA Packaging is one of Europe’s leading designers and producers of corrugated board-based packaging, with a strong reputation for innovation and sustainable design.
Four key behaviours for successful selling Tony Hughes, CEO, Huthwaite International. Published in Business Review Europe, January 2017 Want to know how to out-think and out-perform your competition and become a more effective sales professional?
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.
In a video testimonial Atkins Global share their story of achieving sales excellence from a SPIN® implementation to 400 people.
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.