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Deal Making The key is in understanding clearly the differences between cost, price, worth and value. Good, win-win deals involve both people trading low-cost, high-value for low-cost, high-value. This applies not only to concessions but also to commitments, not only to what will happen but also what will not happen, not only to money but to anything which can be of value. Crucial to this process is having the skills to fully discover and understand what the other party values most. Just as they have given us personality types and communication styles, the psychologists have also come up with perceived value preferences. A few simple questions, innocently inserted into the conversation, can reveal much to the negotiator about the things the other person is likely to value highly. Effort can then be spent on thinking of ways in which these things might be made available at low cost to the donor. Free Help and Advice from David Winch |
Sales Help The best results come when the Sales function is an integral part of a well-planned overall Marketing strategy - Help is at hand! |
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Sales Sales is an important part of the overall 'spectrum' of Marketing activities. |
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Sales Language Sales language should be 'customer-speak' not 'me-speak', sales jargon, clichés or outdated analogies. |
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Pricing How do you set your prices? Is it cost plus? By comparison with what your competitors are charging? Or do you sell your time at a fixed price per hour or per day? |
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Telephone Sales The Telephone is a powerful Sales tool in educated hands! |
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Negotiation Skills A price ticket is technically an invitation to trade. Outside of retail, many prices are arrived at after a discussion called a negotiation. |
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Account Management Keeping customers is far less costly than getting new ones, so get good at looking after them. |
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