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Negotiation Tactics To Look Out For: “The Nibble”

You’re nearly there. The sale is drawing to a close and you’ve been negotiating back and forth. You can see the light at the end of the tunnel and finally the relief comes over you as they say “Right, let’s do this” But at that very moment when your adrenalin is pumping and your body is being flooded with emotions…

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Why Do Salespeople Talk Too Much?

A few years ago I was privileged to hear an American speaker discuss what were the worst habits that salespeople displayed. Among some of the answers that came up were poor listening, presenting the products too early and having a different agenda to the customer. But one habit that shone out above most of the others was the inability to…

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