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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 is a simple process for a buyer to use their volume in small instalments rather than to put it all on the table in one go. So if you need to buy 10 computers…ask for a price for 4 and negotiate strongly. Then add another 4 to the deal and negotiate again strongly and then make it 10. This gives you three bites at the deal instead of one. This can only work if youre a buyer in a negotiated environment. It is very tough if not impossible to do this via a tender process. If youre a seller then jump the buyer at the first sign of a building block to a high volume level and dont give them a chance to put in the intermediate steps. Its a very powerful tactic and should be used regularly. © Tom Beasor 2001
Sales Tips No. 55 Lets Network My challenge is to ensure that as many people as possible read this tip and that it creates some value and entertainment for them and at the same time puts my name and my company and my products in front of them. Im not embarrassed to admit the fact. Sellers need to be constantly in touch with their clients, their prospects and the market place. If they are not then their competitors will soon be. I would say the same to buyers as well. They also need to be networking with suppliers, colleagues and the market place so as to remain abreast of latest developments and opportunities. In the days of the internet and there is really no excuse. Just one word though…dont send out a weekly tip. I dont need the competition! © Tom Beasor 2001
Management Tips No 4 The one minute manager Ive been running management training programmes for over 10 years and Ive never stopped recommending the One Minute Manager book. Its a simple yet powerful read and whats more the book is cheap and can be read in one sitting! In a nutshell the book gives a manager three tasks in their managing of others: 1. How to set one minute targets 2. How to offer one minute praisings 3. How to offer one minute reprimands. In proper English it means set your people targets and then coach them to achieve them by praising their good performance and helping them reduce their bad. Dont just believe me, buy the book and read it for yourself and then put it on your bosss bookshelf! © Tom Beasor 2001
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.
Negotiation Tips No. 72 Acquisition Effective negotiators are by definition acquisitive people. They collect things during a negotiation and hopefully.
Negotiation Tips No. 112 Third party influence I generally keep well away from political negotiations. I much prefer the smell of money when Im negotiating.
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.
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.
Negotiation Tips No. 85 Win/Win/Win Negotiation I recently stayed in a hotel that was particularly attractive and the client had negotiated a strong corporate.
Management Tips ©Tom Beasor Talent I was reading a Tom Peters book called Talent and he is very keen to tell people that there.
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.
Negotiation Tips No. 97 Negotiating on-line (1) I’ve been asked recently about on-line negotiations. The first thing we need to understand is the difference.
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OPTIMISE YOUR ONLINE PRESENCE. Quite often it is the strong personal brands within that add the most value to a company’s brand.
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July 2016 WELCOME. Director of client services and winning for Vende Social 19 years of internet marketing for my own businesses Education: MS, Internet.
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INSTRUCTIONS FOR USE Customize this section with your picture, background and experience, and company/contact information, or delete if you are adding.
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