Tips for Sellers

Get Yourself A New Friend – An Accountant!

Get Yourself A New Friend – An Accountant!

Selling to today’s numbers-obsessed buyers requires a new dexterity with numbers. But that…

Sales Maths: How Well Are You Using Numbers To Increase Your Sales?

Sales Maths: How Well Are You Using Numbers To Increase Your Sales?

Sales people have long excelled at relationship building and communication, but to…

Price Negotiation: The Buyer’s Broken Calculator

Price Negotiation: The Buyer’s Broken Calculator

To reduce price discounting sellers need to focus on how buyers do their maths.…

Sales Negotiations: Don’t Let Them Slice Your Margins!

Sales Negotiations: Don’t Let Them Slice Your Margins!

Shrewd buyers have learned that negotiation is like salami – its best to cut in slices.…

A Better Way Of Asking For The Order

A Better Way Of Asking For The Order

Some sellers display a surprising reluctance to ask for the order. Others…

Winning The Deal: The Perils Of ‘Glass Half Full’ Thinking

Winning The Deal: The Perils Of ‘Glass Half Full’ Thinking

There is an in-built tendency in most salespeople to over-estimate the likelihood…

How To Tighten Your Grip On The Sale

How To Tighten Your Grip On The Sale

By focusing so much on their benefits and competitive advantages sellers can…

Maximizing The Power Of Your Sales Proposition

Maximizing The Power Of Your Sales Proposition

Being heard over the competition in a crowded marketplace takes a special…

Sellers: Don’t Get Caught Offside!

Sellers: Don’t Get Caught Offside!

Offside rules in soccer limit the field of play resulting in penalties…

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