Negotiating price, terms and conditions, can only succeed when both parties are satisfied. To achieve this the underlying business interests of both parties must be considered.

Aspects of the human interface that can provide us with much information about the person we are interacting with can be gained from the initial meeting, greeting, handshaking style and posture.

Everyone talks about body language and we all use it unconsciously, however, very few people understand it in depth and use it consciously. In this module we answer the question "How to tell if…

Selling is not magic. It is not about learning techniques and tricks because selling is just a business conversation between human beings. With the right approach, anyone can therefore be trained.

The most important body language signs which are relevant to selling solutions are highlighted. The emphasis is on identifying, interpreting and managing (both yours and others) these key signs.

The most important section of a proposal is the Executive Summary. With the right construction this is one of the most powerful tools available to sales people. This module describes a five paragraph…

Selling is a highly completive business. Various sales strategies are therefore presented to ensure increased sales success depending upon the competitive situation.

Sales cycles and processes should logically be directly related to a customers' buying cycle. This module therefore identifies the key stages of typical customer buying cycles to assist with employing…

Every stage of the sales cycle must be qualified to avoid wasting time and to improve sales forecast accuracy. No one wins every sales opportunity, so qualify every customer interaction. If you are…

Every company comprises decision makers, people who can influence those decision makers and people who have neither authority nor influence. This module highlights the relevant relationship strategies…

Sales people should never tell a customer what is valuable about the solution being offered without first understanding the customers' perception of business value. What is valuable to you may not be…

Fundamental to sales success is understanding customer needs, which are driven by business issues. Sales people are generally very good at asking what a customer needs. However we must dig deeper to…

While some people welcome change, others are very resistant. The range of tolerance people have to change is addressed and relevant sales approaches are identified.

To win we have to identify both the purpose and the objective of the presentation. Key guidelines are provided for preparing the right content (paying attention to "the rule of three") and…

Apart from the visual aspects of communication, we should aim to improve both our verbal and written communication. The focus is therefore on questioning techniques, listening and the power of the…