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.
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.
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.
Today procurement departments are dealing with all manner of tangible and intangible products. How can they adopt behaviours more appropriate for the needs of contemporary negotiation? We find out.
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.
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.
How to avoid IT security software becoming an esoteric, reactive, tactical purchase, rather than a part of your client's positive overall digital strategy.