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How to shorten your buying cycle and negotiation conversations

In my humble opinion, the so-called-experts have it all wrong by calling Sales and Negotiation “soft skills”. The skills that I teach, have nothing “soft” about them. They are [...]

If there’s one thing I expect when people are selling to me, it’s that they will follow me up. Follow up is a necessary part of converting business. The research shows that 80% of new [...]

Following a process allows you to apply the right techniques, in the right place at the right time. And when done correctly, it should feel to your partner like the two of you are just chatting, [...]

Your ability to listen is the #1 way to kill an opportunity to make a sale or positively influence any negotiation. By enhancing your listening skills, you'll become an Active Listener and you'll [...]

Often when I'm at a networking event or I'm watching someone sell, I see the same behaviour... people making themselves the focus of the conversation. So, if you are one of those people who talk [...]

When you're involved in a high-stakes sales conversation, do you do things out of the ordinary? Do you talk fast? Add extra details? Embellish the stories? Go off on tangents? Adding extra [...]

These common misconceptions can make a difference between sales success and epic sales failure.

Making sales and negotiating is based upon the same principles as playing a game of pool. Both require more strategy than you may realise.

By nature, women tend not to negotiate. Read on to learn about why and also what you can do to secure a pay rise.