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Category: Negotiating

How to Close Like the WHO

April 26, 2021
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| Categories: Business to Consumer, Negotiating

And not the band but the World Health Organisation or WHO for short. The WHO has come to prominence during the pandemic as elders guiding countries along the path to eradicating the virus.  Eminent doctors and professors staff them with alarming levels of competence on all health matters. The first diktat they echoed in 2020, as the pandemic erupted, was "test, test, test". It's only now mid-2021 when we've gotten good at this. You can have a real test online 24 hours or rock up at a testing centre with…

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10 Essential tips for salespeople when negotiating

December 16, 2019
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| Categories: Negotiating

Before entering the negotiation phase, brainstorm your key differentiators that the customer would have latched onto. In addition, note down your strengths and weaknesses and predict their strengths and weaknesses. Remember to put together your walk-away power, in other words, the realistic alternative to achieving a negotiated settlement. That’ll give you mental and physical strength when negotiating. Gather as much intelligence as you can about the other side. Don’t be surreptitious but be real. Use the web to research as much as you can about the other side before you…

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Learn Anything with Modelling

October 7, 2019
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| Categories: Negotiating

Not the fashion kind or for those that appear on Love Island or the catwalk, but the NLP version. Neuro-Linguistic Programming or NLP was conceived by two Californian dudes who modelled a handful of exceptionally talented people. They found a way of copying or modelling them with such accuracy that they were able to use what they learnt and create the science of NLP. If you’re in the market to pick up some new talents or skills, then the trick is to model someone else who has those skills. Modelling allows you to hoover…

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