In this document Huthwaite’s CEO Tony Hughes examines how B2B selling is changing, how we can best prepare our sales teams for the future and explains why validated solution sales methodologies like SPIN® are more crucial than ever.
In part 2 of this report Ian Newall examines a group of behaviours that we at Huthwaite have termed ‘Low Reacting’. Our research has demonstrated that sellers are usually rattled when facing a Low Reactor.
When Clients invest in sales training it’s because they want their sales people to improve and see a return on investment. The client needs to know that they are not only feeling the performance improvement, but that they can see it and – if necessary – report on it quantitatively.
For decades Huthwaite International have researched the strategies and behaviours that distinguish a skilled negotiator from an average negotiator. In 2014 we launched our biggest global negotiation research survey in a bid to find out what negotiating tactics people consider to be successful. Download now.
Demonstrating proof of consistent, sustained & contemporary return on investment, we share one of hundreds of client success stories of how SPIN® has made a positive impact on sales.
In 2014 we wanted to find out whether people would easily recognise what effective negotiation tactics and behaviours looked like, so we put together a series of questions to which over 1300 people across the globe responded.
To stay profitable, successful companies today have to be in the business of creating value and capturing value for their customers.
There are many theories and approaches to delivering excellent customer service. But which of these actually work? At Huthwaite, we decided to use our behavioural analysis tool to answer this question.
In this report you will find insights into proven, effective negotiation tactics and behaviours. With ten critical performance areas, prepare yourself to transform negotiation from an individual competency into an organisational capability.