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The Use Of Common Ground In Negotiation
Is there any value in understanding, developing and using common ground between two negotiating parties? After all, negotiation is about conflict. The answer won't be found in a textbook or an elaborate theory about how people should negotiate but rather in the practical world of what actually works in negotiation. read more
The Power And Growth Of Microblogs And Activist Websites
There has been a tremendous amount in the press about Twitter and microblogs. Add to this the massive growth in virtual networking and it is clear that web technology is changing the way customers access and use information before buying. Microblogs, input from friends and activist websites are growing rapidly in popularity and influence. read more
Customers Don’t Trust What You Say
Customers have become far more distrustful of “institutions”. But customers include us so let’s call customers “us, we”.... just to make sure we use a powerful concept – putting yourself in your customers’ shoes. read more
Sales Differentiation - Be Different!
In my previous article in this newsletter, I referred to effective selling as a process that facilitates in helping the customer to understand that the seller's solutions can bring value to their business. I use the term 'facilitates' quite deliberately because the seller spends much of the time asking smart questions of the customer - guiding them through the process. So how does the seller know what smart questions to ask? read more
Power In Negotiations
Imagine you're playing in a tennis tournament and you're drawn to play a match against a total stranger. The first service comes zooming over the net in excess of 100 mph, pitches in and hits the back of the court before you can move a muscle. How do you feel? Intimidated, outclassed? Your expectations have probably changed. Winning the game is no longer an issue. You'll be glad to win a few points to save face. The same thing can happen in negotiations. read more
What Do Skilled Negotiators Do In Face-to-face Negotiations?
What is your image of a skilled negotiator? Someone with ice in her veins? The poker player, playing his cards close to his chest and never revealing to the other side what he is feeling or thinking? Inscrutable, stony-faced? If that's your image of a skilled negotiator you may be surprised to hear that Huthwaite's research into what skilled negotiators actually do in face-to-face negotiations shows the opposite! read more
Selling? More Like Counselling!
If you have followed this series to date, you will know that I have been talking about the importance of selling the value that your offering brings to customer organisations. This is more important today because many customers are not actively in the market looking for solutions right now, so we are going to have to take a pro-active approach and persuade them they really do need what you have. read more
Six Steps to Improve Your Sales Results
Having worked with many businesses over the years, to help them improve their sales results, Bryan McCrae of Cognitive Sales has developed a comprehensive Sales and Marketing Health check to identify what improvements can be made. read more
Position Yourself as a Leader
It’s been said that to be a successful salesperson, not only do your listening skills have to be great, but your closing skills have to be even better. However, I believe that while these skills are helpful, they are not essential. In my opinion, to be a top-performing sales professional, you must be a great leader. read more
Recession And The Creation Of Value
The recession has engulfed us and suddenly money is hard to come by and those that have it are hanging onto it! No longer are there herds of buyers roaming the market looking for solutions. Those great differentiation skills cannot be put into practice anywhere near as frequently as they used to be. Where opportunities that do arise, the competition is fierce. So what do we, as sellers have to do to keep revenue moving? read more
