Our sales training blog has just been referenced by this rather nice blog site on how to break into and excel in medical device sales, Non Sterile. Although there are many skills that are required for successful sales negotiation I think their point about being in the "right frame of mind" is critical. One of the communication skills employed by all successful salespeople at whatever point in the sale is the almost psychic ability to know what the other party is thinking. This skill, of course, is not psychic nor is it magic it … [Read more...]

One of my most popular sales training seminars is my Sales Negotiation Skills programme from the "Ingham Sales System". I think that there are many reasons for why this sales seminar is so popular but I am not going to go into them now! What I do want to do however is reiterate one of the simplest sales training strategies from this sales seminar... Start high in sales negotiations. As a strategy, there would be few salespeople or sales managers who would argue with this strategy however on my travels I am constantly … [Read more...]