5 killer phrases that all negotiators should know

Negotiations can often be a mysterious process. Maybe the conversation has reached a sticky point, no one is budging and tempers are beginning to rise. Then one person says something and the whole situation transforms. You strike a great deal and everyone is best friends.

How did that happen? How did they know just what to say?

With negotiating being such a key skill in starting and running your own successful business, Simon Horton, author of The Leader’s Guide to Negotiation, reveals 5 phrases that you can use to get any negotiation back on track. (more…)

Sealing the deal – How to close a sale

The path from initial interest to confirmed sale hardly ever runs smoothly, especially in today’s tough marketplace.

When sales targets are high and prospects are scarce, it’s essential for salespeople to hone their skills and fine tune their approach for a successful close.

There are many organisational challenges facing salespeople, but most of these can be whittled down to three main root causes;

  1. A lack of sales staff motivation,
  2. Failure to maximise sales capability, and
  3. Inefficient management of the sales pipeline.

To help you close that sought-after sale, here are three key areas to focus on; (more…)