Articles

Effective Personal and Work-related Planning – Part 1

Posted by peter

Whilst all of us would agree that we never plan to fail, many of us nevertheless fail to plan. I was once a member of a large team of management trainers, working in the residential training headquarters of a Government …

Video: An Interview with Ian Flemming on Negotiation Skills

Posted by Blymi

You Have Control?!

Posted by Blymi

You are not a happy bunny!  You’ve been standing in a slow-moving, then virtually stationary queue for over two hours, caged in a like a rat in a trap, nothing to do or look at other than the ‘cage maze’ …

The Changing Face of Sales, Part 1: “So, What is Changing?”

Posted by ianflemming

Peter: So what is currently happening in the world of sales? Ian: I think that the whole face of the world of selling is changing dramatically. As ever, there is both good news and bad news. The bad news is …

Problem Solving: When Theory Meets Practice

Posted by ianflemming

Many years ago I was working with a small business producing industrial fume scrubbing equipment. My role was to provide management training and related development services to the managing director and his management team. On this particular day I was …

Video: Commercial Skills And The Sales Process

Posted by Blymi

Questioning in the Sales Process

Posted by ianflemming

Creating The Right Foundation Those involved in the sales process need a range of skills in order to be successful. These include a thorough knowledge and understanding of their products and services, knowledge of the market and competitors, an ability …

ILM accredited training now offered

Posted by ianflemming

Training offered to develop your team leaders, operational and senior managers. For further information, please contact us.

Positional Bargaining

Posted by Blymi

Positional bargaining by its very essence implies that you adopt a certain position and then proceed to bargain based on this position. The intention is to keep as close to this as possible so that you achieve a desirable outcome. …