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How to achieve win/win during a negotiation

  Definition: “The process which takes place when the buyer’s need to buy is roughly equal to the seller’s need to sell.”   Pre-requisites: 1. Both parties prepared to move 2. Customer convinced of need to acquire product / service but not convinced about details...

Why sales training does not work

Every year millions of pounds, and much more in terms of downtime and opportunity cost, are spent on sales training in the b2b sales arena. Jeff Downs looks at why in his opinion, it doesn’t work. Public programmes, evening seminars and in-company structured...

How to get the best from coaches

November 2013 and some of us remember it was 50 years since the assassination of the late President of the United States, John F. Kennedy. We also remember in 2003 England won the final of the World Rugby Championships beating Australia 20-17 in the last minute of...

7 easy ways to increase sales – fast

Bob Leduc   “What am I doing wrong?” That’s a question business owners often ask themselves when business is slow. Often, the answer is… “You’re not doing anything wrong. You just need to do some things better – and you need to...

How to increase sales productivity through motivation

Introduction Motivation is one of those things that is very difficult to define, mostly because the genuine article is an entirely personal experience. Without motivation, even the most skilled and well-supported people will suffer a continuous decline in performance...

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