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Everyone needs to sell, not everyone needs to negotiate

Everyone needs to sell, not everyone needs to negotiate

Negotiating, Selling
Everyone needs to sell, not everyone needs to negotiate Many people confuse 'negotiation' with 'sales' when they describe what they want to do. Selling and negotiation are not the same thing. They share skills and elements in their approach, but are fundamentally different in the way they are executed. Sell first, and negotiate only when you need to. In both cases, yes, you can learn 'how to', and practice and coaching will enable you to be more successful. In this short video, Gareth Moxom and Alex Selwood discuss how selling effectively means you don’t always need to negotiate. https://youtu.be/XFNVxtIa1tM
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Negotiation Director – know the difference

Negotiation Director – know the difference

Negotiating, Selling
Selling versus Negotiating - what is the difference? There are plenty of Sales Directors out there but rarely have we seen the job title ‘Negotiation Director’. Despite that, too many Sales Directors and their teams don’t sell, they jump straight into a negotiation with a negative impact upon time, money and the customer relationship afterwards. Time and again it happens. Jumping into a negotiation without making a sale costs you. Everyone needs to sell, nothing happens without a sale. Not everyone needs to negotiate. Alex Selwood and Gareth Moxom discuss how the differences between selling and negotiating need to be clear and how to use each framework to keep your customers engaged. https://youtu.be/gc1xvy_3irw
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I’m not a Salesperson…

I’m not a Salesperson…

Selling
Many people confuse 'negotiation' with 'sales' when they describe what they want to do. Gareth Moxom and Alex Selwood discuss in this short video why this is and how selling effectively means you don’t always need to negotiate. https://youtu.be/voAp9vKvJDY
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It’s a Default Profession…

It’s a Default Profession…

Selling
Are you a salesperson that just 'ended up' in that position? Were you headed one way but then 'fell into' sales and selling? For some people, the Sales profession ends up being a default profession...why is this?Alex Selwood discusses this with Gareth Moxom to share a few reasons why this might be the case and how to address it. https://youtu.be/obao7w65kNc
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5% Club – Why so few?

5% Club – Why so few?

Selling, Virtual Selling
Why is it that not all sales people deliver a 'good' experience?What is it that the 'good' ones do?What is the key to getting into the 5% club of excellent sales people?Gareth Moxom asks Alex Selwood and they share their top tips and keys to success... https://youtu.be/kfMXPuVOE3w
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‘Sales’ is a dirty word…?

‘Sales’ is a dirty word…?

Selling
Is 'Sales' really a dirty word? It is certainly an ignored topic with many connotations, but sales cannot be an ignored part of any business. Organisations certainly need to 'get better' at it - without revenue generation, what will happen? Right, they go bust. The juxtaposition is interesting - Sales is unloved but vital! All businesses need a robust sales line, so why is it so unloved? Alex Selwood and Gareth Moxom share their thoughts on why this might be and how to start to overcome the sales stigmas. https://youtu.be/3Dmk3Ph2y-I
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Virtual Selling – Part 4: Use the tools in the virtual kitbag…

Virtual Selling – Part 4: Use the tools in the virtual kitbag…

Customer Relationships, Virtual Selling
Virtual Selling – Part 4: Use the tools in the virtual kitbag… Back to basics and joining the 1% club Following the COVID crisis, customer interaction has been stripped back to the very core; no-frills, focus on the basics & keep it simple. Grappling with survival, organisations using even the basic approach, are facing challenging client relationships. But with some form of stability beginning to emerge in certain sectors, and a slight shift back to more ‘normal’ customer engagements, it is an almost certainty that ‘virtual’ meetings will remain the new norm and become a permanent feature into the future. But, “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” As discussed in our previous articles; Part 1,…
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Virtual Selling – Part 3 What’s your story? Simple squared….

Virtual Selling – Part 3 What’s your story? Simple squared….

Presentation Skills, Virtual Selling
Virtual Selling – Part 3 What’s your story? Simple squared…. Back to basics is challenging enough For many organisations the COVID crisis has stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. Even that basic approach challenged client relationships as organisations grappled with survival within an ever-changing landscape, far from complete information and the impossibility of predicting the future…even the very near future. As identified in previous articles Part 1 & Part 2; we talked about the likelihood that ‘virtual’ meetings will remain the norm and become a permanent feature into the future, as well as the 1% virtual sales club; those few who use the best practices of virtual meetings to sell to a customer and excel in customer engagement, all…
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‘E-learning’ – not a library with a new name

‘E-learning’ – not a library with a new name

Featured, Inspiring People
‘E-learning’ – not a library with a new name As COVID-19 has rampaged across the globe, the closure of schools has brought the topic of ‘e-learning’ sharply into focus. This rapid disruption has also impacted adult education from colleges, universities and corporate Learning and Development (L&D). Unfortunately, ’e-learning’ is broadly misunderstood and can often have plenty of ’e’ and not great ‘learning’. This has given online learning a poor reputation. It doesn’t have to be that way. In this article, Gareth Moxom explores what e-learning can do well and fit within an L&D programme, the pitfalls, and how it is still the human element that counts. Not quite a snow day….. If like me, you have school-age children and you live at latitudes where it does (but rarely) snows, there…
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Virtual Selling Part 2: Understanding the human element….

Virtual Selling Part 2: Understanding the human element….

Selling, Virtual Meetings, Virtual Selling
Virtual Selling Part 2: Understanding the human element…. The ‘new’ norm For many organisations, the COVID crisis has stripped customer interaction back to the very core; no-frills, focus on the basics & keep it simple. But now, with some form of stability beginning to emerge in certain sectors, and a slight shift back to more ‘normal’ customer engagements, it is an almost certainty that ‘virtual’ meetings will remain the new norm and become a permanent feature into the future. But, “How do we interact with our customers virtually in a way that gets the most out of the experience for all?” As identified in our previous article; Virtual Selling part 1: Preparation we talked about the 1% virtual sales club; those few who use the best practices of virtual meetings…
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