by Gary Gorman | | Buying, Customer Service, Negotiation, Selling
Have you ever wondered what buyer’s find the trickiest element of negotiation? What is the biggest mistake suppliers make when it comes to negotiating the deal or the contract? I explored these areas, and many more, when I interviewed Moyra Race. Moyra has over...
by Gary Gorman | | Negotiation, Selling
In the middle of a sales presentation it’s often very easy for your sales team to clumsily manage the difference between a feature and a benefit. A feature is what a product is…an intrinsic characteristic of the product or service. Examples of features...
by Gary Gorman | | Interviews, Negotiation
Have you ever wondered how buyer’s view negotiation from their side of the table? What element of it do they find the trickiest? What mistakes do they see suppliers making time and time again? Well…in two weeks time I’ll be interviewing Moyra Race...
by Gary Gorman | Apr 16, 2020 | Selling
At every networking meeting whether large or small there will always be people who see it purely as a sales pitch opportunity. These are the people who pounce on any new visitors, stuff a business card in their hand, or an immediate invite to connect on LinkedIn, and...
by Gary Gorman | | Interviews
These are incredibly tough times for us all with concerns over our own health and that of our loved ones. We will get through this but right now, as I write, conditions still look set to be bleak for a number of weeks ahead. As a result of the UK (and global) lock...
Latest from GaryGorman.co.uk
Recent Comments