Tag Archives: negotiation

3 essential sales skills

Regularly I find myself on the receiving end of a pitch of some sort, as do all in business. We all buy and sell on a daily basis, and whilst  there are easily recognisable and specialised functions that buy and … Continue reading

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Shakespeare invented Twitter!

Willy said many things that have been repeated, and repeated over the years, nuggets of truth that resonate today, may of which have a place in management thinking. “Be great in act, as you are in thought” “In time we … Continue reading

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Pitching an idea

The most powerful way to get someone to agree with your idea is to ask them the leading question, and have them give you the answer you want. Ronald Regan used this technique a lot. He did not tell the … Continue reading

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Three steps to agreement

    Peoples reaction to a question, choice, or situation is always coloured by their experience, education, background, and a myriad of other qualitative factors. Where there is a divergence of views, it can become heated, as people invest emotionally … Continue reading

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“Pitching” increases the stakes

Had an interesting debate at a conference a short time ago, something that I think makes a big difference, but is not usually considered, at least in my experience. The debate was the merits of pitching Vs what I call … Continue reading

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“Generosity” management

For a long time now I have advocated the notion that to get something back, you first need to put something in. Time, effort, knowledge, care, whatever. What you put in is less important that that simple act of being … Continue reading

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Choose your customers

The sorts of customers you have play a significant role in defining who you are. A former client had a customer base that valued the hands on, custom design, and short supply chain they offered on their packaging component  items. That … Continue reading

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