Tag Archives: negotiation techniques

Marketing Principles Beat Tactics

Marketing Principles Beat Tacky Marketing Tactics Hands DownEvery Week I See Shiny New Marketing Toys Being Recommended. Too Often They Focus on Tactics NOT Marketing Principles

There is a big difference between a tactic and a principle. Both can work short term, but principles are far longer lived and can last forever. Continue reading

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How To Coax Reluctant Buyers

Reluctant Buyers Don't Always Explain Their Hesitation Whether Encouraging Prospective Students or Employers We’ve All Sensed Prospective Customers That Are Reluctant to Proceed. 

When Reluctant Buyers voice their issues it is relatively easy as we have been trained to handle the situation; we know about sales objections and how to handle them. The real problem comes when we just sense their reluctance but it is left unsaid.

So what do we Brits do? Often we leave sleeping dogs to lie. We don’t like raising problems. this is mainly because we try to avoid conflict at all costs.

The result is the meeting or negotiation goes well, there is no conflict and we part “good friends”. But the student never reappears or the employer doesn’t place the order for training or doesn’t proceed with taking an apprentice.

Everyone has wasted their time.  It is a lose lose situation.

Handling Reluctant Buyers Unsaid Sales Objections

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Negotiations: The Tesco Technique

Do Your Negotiations Say It With Flowers?

Do Your Negotiations Say It With Flowers?

Are you a tough negotiator like Tesco .. or do you have more sense?

The recent spate of media coverage over the tactics that the supermarkets use with suppliers has exposed many of them to the public gaze.  As long ago as the 1990s I supplied a number of supermarket chains so the current stories do not surprise me.  I’ve been there and have the T-shirt.

I dumped Tesco, Sainsburys and several other supermarket chains before they controlled the business I then owned. It was tough but subsequently I was much better off.

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