Whada ya rates? 'Cos I'm a wholesaler and I can do better rates than them. I can look at your thingos and give you a better deal" This is an…
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'My sales people are not closing sales' is the most common complaint we hear. The biggest cause for people not being able to close sales it not the close itself.…
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I declare right up front that I am not, and never have been a fan of the Hard Sell. You have probably guessed that from all my previous posts. And…
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You don't have to discount price to win good business and good customer relationships even in tough markets. I mentioned earlier this year my team and I are working on…
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I often get requests by sales mangers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills…
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Ever misinterpreted or missed hearing important information which meant that you missed a vital opportunity? You're not alone. Listening has always been, and still, one of life's most vital skills.…
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An Audience with Procurement Part 2 Following for last week's piece on Procurement, I promised I would delve further into the view from the other side of the table and…
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Recently I was approached by the head of CISP Australia (Chartered Institute of Purchasing and Supply) www.cipsa.com.au (broken link), Jonathan Dutton to be their after dinner speaker at the Women…
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It has often been said that very strong negotiation skills are critical to being a high performing sales person. However, findings from our "sales force fitness" profiling work, where we…
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