How do you feel about negotiating?  Is it something you look forward to, or a phase of the sales cycle you dread?  Perhaps you don’t really think about it at all. In our methodology, negotiation builds throughout the sales cycle – from day one to the closing of a new customer or a further piece [...]

Filed under: High value selling, negotiation, planning | 2 Comments »

I took (enforced) time out last week to participate as a member of Jury for a Coroner Court hearing.  It was an interesting couple of days and the perfect opportunity to be reminded of the importance, and power, of the spoken word. There were five Barristers involved in the case, and each asked very careful [...]

Filed under: High value selling | 3 Comments »

Mary writes below on a first hand experience that shows how the boundaries between Marketing and Sales continue to blur.  Blurring is one thing (actually quite positive in my view) but poor practice – in either discipline should not be tolerated. “If you’re ugly, don’t pitch!” and other crazy comments … as reported by Mary [...]

Filed under: High value selling, Mary Sargent | No Comments »

Are you proud of the prices you charge? Research has shown that a vast percentage of sales people don’t feel comfortable when it comes to discussing financial investment.  Why is this? Well, aside from being a terribly ‘un-British’ topic to talk about, it is often the case that sales people think their company is: Charging [...]

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