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Gary Gorman's Documents
Why You Can't Please All The People All The Time...And Why That's Not A Problem!
Have you ever found yourself wanting to speed up the selling cycle in order to spend more time helping high value customers, rather than servicing those that are not high value and never will be? Have you ever wanted to get customers to say ‘no’ quicker so that you can both? If so I hope this article will help.
Category:Business & EconomicsReads:947Uploaded:11 / 21 / 2008ShareAdd to collectionTen Secrets to Negotiating the Deal You Want
To help you negotiate the deal you want on your terms I have written a short article covering ten of the secrets to successful negotiation.
Category:Business & EconomicsReads:1,334Uploaded:11 / 21 / 2008ShareAdd to collectionA checklist to help plan for a successful negotiation
Successful negotiation is all about preparation.If you have not pre-considered the other party's position, you cannot effectively negotiate.This quick checklist will help you as you prepare for a successful negotiation.
Category:(not categorized)Reads:8,134Uploaded:01 / 29 / 2008ShareAdd to collectionA Checklist of the Ten Things You Must Do to Be an Effective Negotiator
Contrary to popular belief, negotiation is not a game. Games have rules whereas negotiation has none...anything can, and often does, happen. Games have procedures, whilst negotiation is often subject to uncertainty and alternatives are frequently proposed and considered.
Category:(not categorized)Reads:1,600Uploaded:01 / 18 / 2008ShareAdd to collectionThe FMC Model - How To Give Feedback To Others To Drive Action
We often have opportunities to give feedback to others during the course of our working day.This can be to publicly acknowledge a job well done or as a method of persuading another person to do something differently or not at all. However a lot of the benefits of feedback are lost through being non-specific.This article explores a more focused feedback model, aimed at reinforcing good behavior or eradicating poor behavior.
Category:(not categorized)Reads:2,786Uploaded:01 / 11 / 2008ShareAdd to collectionSuccessful Presentations - Top 10 Tips To Help You Make An Impact On An Audience
In this article I thought we'd look at a key skill to help you market your business or product successfully, and that is the ability to present with impact to a group of contacts or customers. So here goes with the top 10 tips for successful presentations
Category:(not categorized)Reads:7,759Uploaded:01 / 11 / 2008ShareAdd to collectionHelping the Customer To Buy - The Importance Of Questions In Selling
This short article explores the secret of successful selling...asking the right questions. If we do this properly, we become seen as a problem solver and the dynamic shifts from a buyer/seller relationship into that of two equal partners. We are then not selling...we are helping the customer to buy.
Category:(not categorized)Reads:2,644Uploaded:01 / 11 / 2008ShareAdd to collectionA Simple Five Step Process to Overcome Sales Objections
As sales professionals we aim to offer distinct benefits to all our customers. We hope to do this as clearly and succinctly as possible, so that the customer would be crazy not to order. However...what should we do on those occasions when objections crop up? This article gives you a simple five step process to help you deal with these sales situations
Category:(not categorized)Reads:4,296Uploaded:01 / 11 / 2008ShareAdd to collection8 top tips for selling success
In this article I'd like to explore an area fundamental to business success... the ability to sell. After all as the saying goes 'nothing happens until somebody sells something.'
Category:(not categorized)Reads:4,428Uploaded:01 / 08 / 2008ShareAdd to collectionA Free Special Report for You (Worth £27)
Do you need to improve or refresh your selling skills?? If so read this to get details of how you can instantly download a free special report called "How to sell almost anything to almost anybody"
Category:(not categorized)Reads:495Uploaded:01 / 08 / 2008ShareAdd to collection
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