Sales techniques and negotiations

A successful sales process looks at the customer and what they want, rather than just what kind of product or service you're trying to sell.

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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.

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Negotiating a sale - checklist

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

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Negotiating

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

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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.

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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.

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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.

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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.

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Ten ways to approach cold leads

Cold leads are difficult to convert into buyers. So how do you approach a cold lead to give yourself the best chance of making a sale?

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Ten ways to approach new customers

Ten suggestions on how to approach new customers from advertising, networking and mailshots, with advice on how to go about each technique.

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FAQS

Negotiating a sale FAQs

The key to successful negotiation is to understand your customers. The more you know about them, the stronger your position will be. Read these FAQs.

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Selling the benefits

Successful selling means showing customers how your product meets their needs. Highlight its benefits rather than just describing it.