JCurran

About Dr Janet Curran, Consultant

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So far Dr Janet Curran, Consultant has created 19 blog entries.

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.

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.

By |2018-09-18T08:18:51+00:00November 20th, 2016|Categories: L&D articles, Marketing articles, Procurement articles, Sales|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 |2018-09-18T08:18:21+00:00November 3rd, 2016|Categories: Procurement, Procurement articles, Sales, Sales articles|Tags: , |

The crucial skills coaches and sellers can learn from each other

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.

By |2018-09-18T08:15:14+00:00July 1st, 2016|Categories: L&D articles, Learning & Development, Sales, Sales articles|Tags: , |

Can key account management bring true differentiation?

The reasons organisations consider a Key Account Management training implementation is because they see it as a way of increasing revenue, protecting against competitor activity and customer churn. But does it?

By |2018-09-18T08:05:56+00:00December 15th, 2015|Categories: L&D articles, Marketing articles, Sales, Sales articles|

Messages sent / messages received – the impact of understanding in negotiation

A key part of communication in negotiation is understanding the difference between messages sent, i.e. what you think you are saying to the other side, and messages received, i.e. how the other side perceives what you say.

By |2018-09-17T11:58:17+00:00April 8th, 2015|Categories: Procurement, Procurement articles|

Achieving negotiation success through trading

A key point about trading is that, for negotiation success, effective negotiators know at any point in a negotiation the value of what they have given away and the value of what they are getting in return.

By |2018-09-17T11:57:38+00:00March 25th, 2015|Categories: Procurement, Procurement articles|

The role of ego in selling

Why can sales people suddenly change tactics? Why can they suddenly rush into a feature presentation instead of following the carefully thought through range of questioning options and potential lines of enquiry? Dr Janet Curran examines the impact of emotion, specifically ego, in the selling process.

By |2018-09-17T11:56:49+00:00March 17th, 2015|Categories: Sales, Sales articles|

Are counter proposals a viable negotiation technique?

Dr Janet Curran discusses counter proposals and the importance of verbal behaviours in bargaining.

By |2018-09-17T11:56:20+00:00March 4th, 2015|Categories: Procurement, Procurement articles, Sales, Sales articles|

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.