by David Cottrell | 13 Apr 2022 | Negotiation, News, Questioning Skills, Sales Skills
Value Selling Even with inflation at 7% it is still necessary to justify price increases to clients. Every member of your sales team has to communicate the value your products/services create for clients. Underselling should be treated as a criminal offence!...
by David Cottrell | 28 Mar 2022 | Customer Satisfaction, Negotiation, News, Sales Skills
Selling to Buyers – a look into the mind of the buyer WHO WILL BENEFIT FROM THIS SEMINAR? Selling to Buyers: This seminar will be beneficial to individuals or teams working in all levels of sales and who wish to understand the buyers’ perspective and tools they use....
by David Cottrell | 28 Mar 2022 | Negotiation, News, Questioning Skills, Sales Skills
Advancing Customer Relationships: A one-off order is good but repeat business is better! Getting a customer to place regular orders requires your sales teams to build relationships with the key stakeholders in their organisations. This is easier said than done....
by David Cottrell | 18 Mar 2021 | Negotiation, News, Questioning Skills, Sales Skills
“I haven’t made a sales visit in over a year”. “I was furloughed for 8 months and have just been dropped back into the team. I’m really nervous about messing up” Just how ring rusty are the people in your sales team? Please follow this link to read my article on the...
by David Cottrell | 25 Mar 2019 | Negotiation, News
Yes we will! We’ll look back at Brexit and laugh about the chaos and division it has caused. Of course, this will be after the final turmoil that will see us leave without a deal and then start the recriminations that will follow. There will be the political...
by David Cottrell | 26 Apr 2016 | Leadership, Negotiation, News, Questioning Skills
The NHS and Junior Doctors are in Deadlock over the new work contract that is now being enforced upon workers. According to the Health Secretary, Jeremy Hunt there have been 75 meeting between the parties in order to solve the deadlock without success. Deadlocks occur...
by David Cottrell | 16 Nov 2015 | Negotiation, News, Sales Skills
Making a presentation or issuing a report in order to win a client? Make these 8 simple steps your priority to success: Aim – State clearly the objective of your report or presentation Position – Your understanding of the current situation at the...
by David Cottrell | 2 Nov 2015 | Negotiation, News, Sales Skills
A few years ago I visited a major customer along with one of my sales team. The Buyer we were due to see set the tone for the meeting by keeping us waiting for 30 minutes. Once pleasantries had been exchanged we knuckled down and soon arrived at the heart of the...
by David Cottrell | 22 Jul 2015 | Negotiation, News, Sales Skills
At the end of a tough negotiation I could see the visiting sales team were really happy to be ‘escaping’ as we arrived back at our reception. “David, thanks for your time. We’ll get back to you about those outstanding issues.” This is...
by David Cottrell | 3 Jun 2014 | Negotiation, News
What needs of the other party are not being met? If you reach a deadlock the best suggestion is to STOP discussing the CONTENT and review the PROCESS of the negotiation. Perhaps the first thing to do is change the time and place of the negotiation. A fresh start is...
by David Cottrell | 29 May 2014 | Negotiation, News
How much of your day is spent negotiating? Much more than you imagine! “You pick up the kids and I’ll go to the Supermarket” “Empty the dishwasher and I’ll put out the rubbish” ” Boss, about that pay rise” Follow these...
