Sales people are the crucial differentiator in competitive markets

Neil RackhamNeil Rackham 1 min read

Sales people are the crucial differentiator in competitive markets

Learn why your product is no longer your differentiator in competitive markets and how you can start to differentiate products by how they're sold.

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Using the SPIN Selling behaviours

Neil RackhamNeil Rackham 1 min read

Using the SPIN Selling behaviours

Should we focus on quality or quantity first when beginning to practice SPIN Selling behaviours? Find out.

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How have situation questions changed in SPIN Selling?

Neil RackhamNeil Rackham 1 min read

How have situation questions changed in SPIN Selling?

Learn how SPI® Selling situation questions have changed since the sales method was introduced and what sellers can do now.

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Should You Make The First Offer In A Negotiation?

Tony HughesTony Hughes 2 min read

Should You Make The First Offer In A Negotiation?

Average negotiators often make the first offer to help establish their position. Discover why skilled negotiators adopt an open-minded approach.

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How Can You Strengthen Your Negotiation Arguments

Tony HughesTony Hughes 1 min read

How Can You Strengthen Your Negotiation Arguments

Learn why adding weight to your arguments might be having the opposite effect at the negotiation table and how to create stronger arguments.

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Four Tips To Help Improve Your Negotiation Skills

Tony HughesTony Hughes 2 min read

Four Tips To Help Improve Your Negotiation Skills

Tony shares tactics and tips to improve your negotiation skills. Become a better negotiator by effectively planning the exchange of information.

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Learn How To Counter Hard Bargaining Tactics

Tony HughesTony Hughes 3 min read

Learn How To Counter Hard Bargaining Tactics

Discover the strategies that skilled negotiators use to identify and counter hard bargaining tactics during a negotiation.

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The Huthwaite Negotiations Research

Tony HughesTony Hughes 4 min read

The Huthwaite Negotiations Research

Huthwaite observed and measured the different types of behaviours that both skilled and average negotiators used. These insights formed the basis of our Ne…

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How Should You Open A Negotiation?

Tony HughesTony Hughes 3 min read

How Should You Open A Negotiation?

Watch our negotiation skills video series and learn essential strategies to negotiate with influence and prepare for success. 

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concerns-the-end-of-cycle-sales-killer

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.

Download the whitepaper