9 Traits of Results Eager Negotiators

In this 2,500 word article, Paul displays 9 traits of effective negotiators illustrated with some real examples and stories.  You may never want to use them yourself when negotiating, that's your choice, but beware...they'll be used on you. 1. Pressure All good negotiators aim to put pressure on the people they're negotiating with.  The pressure is designed to make them give way to your demands or requests or at the very least, to offer concessions to their requirements. So whenever you're negotiating, try to think about some pressure you can…

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Do Modern Buyers Have Power?

On our annual holiday to France last year, I decided to modernise.  Not with my choice of trunks - I couldn't cope with those mini Speedo briefs on the beach nor could my wife.  No this time, I upgraded my Sat Nav mapping to include maps of France so I could rid myself of paper maps for ever. This decision set me back £25 rather than the cost of a map book, around £8 for a large version.  So what made me do it? Its quicker, causes less stress, it's…

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The Naked Salesperson

Go naked. The Naked Salesperson.  Sounds pretty frightening doesn't it - a naked salesman or woman?  But don't get carried away with my latest idea I don't mean that kind of naked. I mean without the usual sales meeting trappings. By usual trappings I mean, product brochures, leaflets, laptop, presenter etc.  The things we take along to show information to our customer and present our products. A major IT software company did some research into their salesperson's practices and found that those that went naked, built a better rapport and…

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