>My recent article on Negotiation caused quite a reaction. I received numerous comments suggesting that it had helped them. Others made comments that suggested they did not realise they were really talking about 'selling or buying', and not negotiation.I write this article purely from a 'Business to Business' perspective, and it concentrates on the fundamentals of selling B2B. I really have no idea about consumer decisions, they are much more random. For example, why do people buy personalised car number plates? Or why do people buy bits of string to go around their wrist? I have no idea!This article makes no effort to go into the psychological side of selling, as it could potentially go on forever.First, it is important to sell to those who have needs. This may sound obvious, but do not waste your time trying to sell snow ploughs to the Saudi's, a little up front research in establishing your target may go a long way.Making an appointment is a full subject in its own right. But … [Read more...]
>Simple Selling
>My recent article on Negotiation caused quite a reaction. I received numerous comments suggesting that it had helped them. Others made comments that suggested they did not realise they were really talking about 'selling or buying', and not negotiation.I write this article purely from a 'Business to Business' perspective, and it concentrates on the fundamentals of selling B2B. I really have no idea about consumer decisions, they are much more random. For example, why do people buy personalised car number plates? Or why do people buy bits of string to go around their wrist? I have no idea!This article makes no effort to go into the psychological side of selling, as it could potentially go on forever.First, it is important to sell to those who have needs. This may sound obvious, but do not waste your time trying to sell snow ploughs to the Saudi's, a little up front research in establishing your target may go a long way.Making an appointment is a full subject in its own right. But … [Read more...]
>The Simple Rules of Negotiation
>How many Sales people really understand NEGOTIATION? Sadly too few.Many enter the negotiation cycle without realising they are in a critical part of the Sales Process. Indeed negotiation is not always related to Sales situations. For example we have all had the discussions with our siblings along the line of: "Can you take me to the pictures tomorrow?", responding with: "Only if you tidy your bedroom". Indeed a primitive, but often effective negotiation, and indeed one (if carried out) can lead to a 'win - win' outcome!It is vitally important to recognise when the sales process enters the 'negotiation phase'. Failure to recognise this may be detrimental to your desired outcome, and do the salesman a disservice.So, what is negotiation?I have over the years heard many definitions, but the simple ones are always the best:"The exchange of tradables to facilitate an agreement".Simple!And what are tradables? And more importantly, how many sales men can list them?Tradables are the areas … [Read more...]
>The Simple Rules of Negotiation
>How many Sales people really understand NEGOTIATION? Sadly too few.Many enter the negotiation cycle without realising they are in a critical part of the Sales Process. Indeed negotiation is not always related to Sales situations. For example we have all had the discussions with our siblings along the line of: "Can you take me to the pictures tomorrow?", responding with: "Only if you tidy your bedroom". Indeed a primitive, but often effective negotiation, and indeed one (if carried out) can lead to a 'win - win' outcome!It is vitally important to recognise when the sales process enters the 'negotiation phase'. Failure to recognise this may be detrimental to your desired outcome, and do the salesman a disservice.So, what is negotiation?I have over the years heard many definitions, but the simple ones are always the best:"The exchange of tradables to facilitate an agreement".Simple!And what are tradables? And more importantly, how many sales men can list them?Tradables are the areas … [Read more...]
>Marketing made simple for the SME.
>Many small companies are highly confused about marketing, and really its not surprising.Over the years I have heard numerous comments, for example, "We are too small to worry about marketing."Other negative comments include "If only we had the time to do marketing", "These marketing people talk in jargon, it's not relevant to us", "Marketing costs so much, it's way beyond our means". Of course these are all misguided comments, but to be fair to small business owners, it can be considered a function of some of the dogma delivered by 'so called' Marketing Guru's.For example, the world renowned and excellent Philip Kotler goes some way to create total confusion. His definition of marketing is as follows."The societal marketing concept holds that the organisation's task is to determine the needs, wants, and interests of target markets and to deliver the desired satisfactions more effectively and efficiently than competitors, in a way that preserves or enhances the consumer's and the … [Read more...]
>Marketing made simple for the SME.
>Many small companies are highly confused about marketing, and really its not surprising.Over the years I have heard numerous comments, for example, "We are too small to worry about marketing."Other negative comments include "If only we had the time to do marketing", "These marketing people talk in jargon, it's not relevant to us", "Marketing costs so much, it's way beyond our means". Of course these are all misguided comments, but to be fair to small business owners, it can be considered a function of some of the dogma delivered by 'so called' Marketing Guru's.For example, the world renowned and excellent Philip Kotler goes some way to create total confusion. His definition of marketing is as follows."The societal marketing concept holds that the organisation's task is to determine the needs, wants, and interests of target markets and to deliver the desired satisfactions more effectively and efficiently than competitors, in a way that preserves or enhances the consumer's and the … [Read more...]
