by Gary Gorman | | Buying, Construction, Customer Service, Negotiation, Selling
As I write this in the middle of a UK lockdown, post Covid-19 contractual disputes loom on the horizon for many construction companies. Programme changes, cancellations and delays will all inevitably lead to contract re-negotiations either with customers or with...
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 | 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...
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