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.

Many people hate cold calling, but sometimes there is no alternative when you need to attract new customers. Expert Andy Preston provides advice.

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.

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

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

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.

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.

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

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.

Andy Bounds offers seven ways to make your proposal more persuasive - and speed up the writing process.

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

There are five key salesperson types, but one beats them all. Fascinating insight into sales technique by Andy Bounds.

Just because a rival has slashed their prices doesn’t mean that you should. They might not have the same reasons as you for considering a price cut.

When you are selling, how do you handle the objection that you are too expensive? Here are four ways to help you sell without having to cut prices.

It's much easier to sell in person, so sales proposals have to work very hard to be convincing. Andy Bounds explains how to get them right.

Avoid blowing a make-or-break meeting with a client by following our light-hearted tips on how to avoid committing one of the cardinal sins.