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1 July 2020
Traditional face-to-face (F2F) training has always been the default option for learning. It’s engaging, it’s interactive, and done well it’s enjoyable. But in today’s environment it’s difficult. Travel restrictions, uncertainty over social distancing and general unease around group meetings make it a non-starter. The solution is VILT – Virtual Instructor Led Training.
2 August 2017
One of the most effective tactics available to buyers is the price challenge. It is very simple to use, and can be very effective. Perhaps you have heard one of these before: “I like your proposal, but this is all I’ve got.” “What? You want to charge how much? That’s much more than we had
2 June 2015
Imagine you sell telecommunications solutions and you are making your final presentation to the board of a call centre provider.
3 March 2015
So you have identified a potential customer, built rapport with them and used your sales skills to get them to want to buy from you. But once they have decided to buy, they turn their attention to getting the best deal, the best price, the best terms. They start to negotiate.
9 March 2013
Sometimes a buyer will deliberately deadlock in order to lower your aspirations. She will take you to the edge of the cliff and see how tough you talk then.
