by Gary Gorman | | Negotiation, Online Training, Selling
In this third and final part we will look at the last two of the six steps: The execution itself Completion review Step Five: Executing. Successful execution is down to how we negotiate, how we behave and the language we use or don’t use. When planning,...
by Gary Gorman | | Negotiation, Selling
In my last blog I spoke about the first two of the six steps to developing and executing a successful negotiation: Scoping Stakeholder management. In this second part I will be focusing on the next two steps: The impact of power Planning Step Three: Impact of...
by Gary Gorman | | Marketing, Podcast, Selling
I’m delighted to introduce you to the BizBanter podcast….a business podcast without the fluff! My good friend Jez Hunt and I have been planning/threatening to do this for a while now and finally it’s launched! Bizbanter was born out of an idea to...
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...
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