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The Good, the Bad and the Ugly

Understanding the best negotiation techniques are just part of becoming a skilled negotiator. You also need to recognise the best behaviours used by top negotiators and avoid the worst behaviours used by average negotiators. The most successful negotiators know how to...

Recession Proof Selling Skills

Many sales forces are marginally competent in good times, but fail dismally in bad. It has only recently been discovered that the selling skills which work in a recession are fundamentally different from those which succeed when conditions are easier. What are the...

Telling isn’t selling

All successful sales people in recessions recognise the need to stop talking and apply the laws of persuasion and influence. Most sales people, when they see the first sign of an opening to talk will launch into their standard sales pitch. Most customers will switch...