Sales techniques and negotiations

Our guide to basic techniques to help you make a success of selling, including solution selling, getting past gatekeepers and dealing with objections.

News image
ARTICLE

How to overcome buyers' fears

The buying process is hindered by fears and doubts. It’s up to the salesperson to allay the buyer’s fears. Grant Leboff explains how you can do it.

News image
ARTICLE

Negotiating

Good negotiation depends on setting clear objectives, including knowing where you will and won't compromise. Our guide to getting the right deal.

News image
ARTICLE

Negotiating a sale - checklist

From preparing yourself and clarifying your objectives to realising the importance of listening, learn how to improve your negotiating skills.

News image
ARTICLE

No more fears - selling made easy

What makes a great salesperson? One thing's for sure, it's not about having the gift of the gab. Two top sales gurus reveal the secret to selling.

News image
ARTICLE

Sell your products or services

Good sales technique can help you find the right person to speak to, overcome objections and close the sale. Read our simple guide to selling.

News image
ARTICLE

Don't compete on price

Competing on price threatens your margins and your reputation. Ben Dyer explains why small business owners should avoid price-cutting.

News image
ARTICLE

Sales promotion

Sales promotion aims to provide a short-term boost to sales. While a price cut is one option, we look at alternatives that are more cost-effective.

News image
ARTICLE

The secret to making more sales

Selling does not have to be a one-way communication, says sales expert Andy Bounds; it should be about agreeing a joint way forward.

News image
ARTICLE

Don't make the sale hard

When a customer wants to buy from you, the golden rule is to make it easy for them to complete the purchase. But are things really that simple?