Huthwaite's picks

Laura Errington 4 min read

Why SPIN Selling still works (even when your buyers know everything)

Discover why SPIN Selling still works – helping buyers make confident decisions by addressing their unique challenges.

Read more

Robin Hoyle 6 min read

Artificial Intelligence and the leadership conundrum

Explore the challenges and opportunities of AI literacy in leadership and its implications for workforce development and organisational strategy.

Read more

Robin Hoyle 6 min read

From sceptics to supporters – building buy-in for Sales training

Learn how to transform sceptics into supporters for sales training by addressing common challenges and using effective strategies for organisational buy-in…

Read more

Dr Janet Curran 3 min read

What is the role of ego in a successful sales process?

Discover why salespeople often fall back on talking about product features. Learn how your team can start to uncover, develop and align customer needs.

Read more

Dr Janet Curran

Is a counter proposal a viable negotiation technique?

A counter-proposal is often used in negotiation. Learn what it is, when to use this approach, and how to make conditional proposals.

Read more

Dr Janet Curran 3 min read

Why sharing your feelings is key to a successful negotiation

One of the more surprising findings from Huthwaite’s original observational research was the fact that skilled negotiators expressed their feelings more th…

Read more

Dr Janet Curran 3 min read

Negotiate effectively using the art of Testing Understanding

The acid test of an effective negotiation is the durability of the deal. In large, complex negotiations deals that can stand the test of time are going to …

Read more

Dr Janet Curran 3 min read

Irritating behaviours avoided by the skilled negotiator

Dr Janet Curran introduces us to one of the most interesting behaviours that was identified during the original observational research. In Huthwaite we cal…

Read more

Dr Janet Curran

Empathy in business: Important things to consider for your company

For some, empathy in business is vital, others less so. We consider different types of empathy and learn from expert Daniel Goleman.

Read more

Dr Janet Curran 3 min read

How to run an effective meeting using verbal behaviours

Meetings – by which we mean interactions of just about any kind, and of any length or degree of informality – can fail for a number of reasons.

Read more

Dr Janet Curran

Negotiation skills and persuasion skills: Key differences and expert tips

Persuasion is a skill negotiators deploy when they can't agree. Negotiation and persuasion are both crucial to a successful negotiation outcome.

Read more

Steve Thurlow 1 min read

Is consultative selling dead?

The advent and growth of new technologies and business processes create challenges that sales organisations have to address, which inevitably means the rol…

Read more

Are your sales targets contributing to lost business?

Download our whitepaper to learn why hard closing customers can lose business and how to create a strategy for handling customer concerns.

Huthwaite's picks

Why SPIN Selling still works (even when your buyers know everything)

Artificial Intelligence and the leadership conundrum

From sceptics to supporters – building buy-in for Sales training

What is the role of ego in a successful sales process?

Is a counter proposal a viable negotiation technique?

Why sharing your feelings is key to a successful negotiation

Negotiate effectively using the art of Testing Understanding

Irritating behaviours avoided by the skilled negotiator

Empathy in business: Important things to consider for your company

How to run an effective meeting using verbal behaviours

Negotiation skills and persuasion skills: Key differences and expert tips

Is consultative selling dead?

Are your sales targets contributing to lost business?

Global Headquarters

Follow us