Learn how to avoid the common mistakes that salespeople make such as negotiating too early and chasing every business opportunity.

Neil Rackham, author of SPIN Selling, offers some advice, based on research and experience in previous recessions that will help salespeople survive our...

In this virtual world, it stands to reason that we are negotiating differently. Learn how this change has reinforced the importance of verbal behaviour.

Business leaders must identify the best opportunities to stabilise cash flow and use their negotiation skills to capitalise on them.

Virtual selling means we have new tools and skills to master. But we must remember the unchanging behaviours that make successful sales people stand out.

Discover the simple sales strategies and negotiation techniques that businesses can stick to, to improve their chance of success during a crisis.

Learn how salespeople can learn to effectively use the use SPIN Selling questions and the common problems that salespeople face when tying to apply SPIN.

Sales coaching can increase sales performance at a lower cost than other initiatives. Discover the rules that will help you to set up sales coaching.

Self-praise is a counterproductive and ineffective persuasion technique. Learn how you can avoid the self-praise trap?