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Negotiation Tips No. 91 Value and Relationships The first words that I ask delegates on training programmes to learn are: Value and Relationships. I believe that any fool can obtain value in a negotiation if they are prepared to sacrifice the relationship that they have with the other party. Conversely anybody can be perceived to be a great relationship builder when they are never demanding and give up all of the value whenever times get tough. An effective negotiator understands the balance between obtaining great short term value and at the same time building powerful long term relationships that will create even more value over months to come. Most negotiators meet their counterparts regularly. You should ensure that when you meet your opponents again it will be within the context of a good long term arrangement with positive feelings on both sides. © Tom Beasor 2001
Sales Tips No. 72 Selling up the Supply Chain You obviously know your clients. You know your competitors. How well do you know the other people who supply your clients? It may well be that your expertise in a particular market sector might be very appropriate to other suppliers to your clients. It shouldnt be very hard to find out what else your clients buy and from whom. This could be a very good source of leads as it will go without saying that youll have experience in the same market sector. A very good example is financial services. If you know your clients needs well then youll understand the market sector well and you should be able to put together a winning pitch for a whole variety of people who operate in the same market place. Even a humble commodity like stationery might benefit from some sector focus and telling clients that you specialise in financial services, or manufacturing or whatever adds real value to your message. You can then provide your existing client as a reference. © Tom Beasor 2001
Management Tips No 20 Its Meeting Time If you were to refuse to go to any meeting that failed to send you an agenda in advance youd free up untold amounts of time. First of all youd ensure that the agenda really was important and that you really needed to be there. Secondly youd be able to see what items on the agenda needed your personal attention and which ones you could skip. There is absolutely no reason why everyone needs to be at the whole meeting. Its not a tough issue to group the agenda items so that people can come in for their sections and then leave. Obviously this would make for shorter and better focussed meetings which for some staff may create some serious holes in their days but with a little help and guidance they should be able to find something more productive to do. © Tom Beasor 2001
Negotiation Tips No. 75 Building Blocks The subject of the Building Block tactic has come up again recently in a couple of programmes Ive run. If you remember…it.
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Management Tips No. 32 Leaders and Managers There are many definitions about managing and leading. I particularly like the ideas of John Kotter and he.
The. of and a to in is you that it he was.
Negotiation Tips No. 76 Radius of Credibility The use of markers always represents a difficult issue in a negotiation. On a starter course we teach not.
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Negotiation Tips No. 95 Offers and Counter Offers At some stage in a negotiation an offer is put on the table. At that moment the receiving party has to.
High Frequency Words List A Group 1. the of and.
Negotiation Tips No. 72 Acquisition Effective negotiators are by definition acquisitive people. They collect things during a negotiation and hopefully.
Dolch Words the of and to a in that is was.
Can you see?. I like him. When will we go? All or some.
Lets build fluency! The people By the water You and I.
High-Frequency Phrases First 100 Words. The people.
Oral Reading Fluency First 100 Most Used Phrases.
Lap 1. the to and he a I you it of in Lap 2.
The Top 5 Interview Questions For Employers To Ask Dianne Shaddock.
Management Tips ©Tom Beasor Talent I was reading a Tom Peters book called Talent and he is very keen to tell people that there.
A Publication of Bridgemark Solutions Six Keys to Generating More Sales Leads AND WINNING MORE MARKET RESEARCH PROJECTS.
Sight Word Phrases Group 1. the little boy a good boy.
Skill: Decision Making Decision Making - the process of making a choice or finding a solution Values – things that are important to use and guide the choices.
© Stephen Bourne 2009 What Do You Do For A Living v What do YOU do for a living? ?
CVs & Telephone Skills Top Tips to remember …. CVs.
Tips to Build a Successful Organization. To be a successful Sponsor and leader you should perform the following responsibilities: Give regular retail.
Customer Acquisition – Energy. Customer Sources 1.Yourself 2.Prospects who do not get involved with the opportunity 3.Everyone Else – Warm Market.
Performance Management should include activities that ensure that goals are consistently being met in an efficient and effective manner, making best use.
A. as is a couldn’t does could has wouldn’t.
CHAPTER ONE Who Are You? 4 Steps to Focus Your Sales Efforts.
1 1 Home of unlimited opportunity. Get an appointment today! CALL FOR THE BUSINESS.
1.What features should a retailer promote in its ads for national branded products? Are these the same features that should be promoted by the retailer.
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