Articles

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 …

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 admin

Negotiation Preparation & Success – Part 1

Posted by ianflemming

One of my colleagues recently said they found it very useful to attend the Dynamiq Consultants U.K. negotiating skills training. They especially appreciated the concept of putting yourself in the shoes of the other party! When any of us are …

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 …

You Have Control?!

Posted by admin

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 …

Preparing for Negotiations (Part 2) – Setting Objectives

Posted by admin

Click here to download a PDF copy of this worksheet Nothing happens until we plan. We need a strong vision and some clear objectives. Setting these objectives correctly is important if we are to achieve the vision. We need first …

Negotiation Preparation & Success – part 2

Posted by admin

What’s involved in preparing then? Preparing the issues; preparing what the priority of those issues are; looking for leverage, looking for places where you may have something that is not valuable to you but that the other side value a …