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.

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.

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

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

Keeping sales flowing is a big challenge when people are spending less. Rather than chasing new customers, it can be economical to revisit old leads.

This huge and lucrative market is no niche - it encompasses consumers from all walks of life who just happen to be over a certain age.

Sales expert Ian Cochrane explains how to recognise buying signals, overcome objections and close a deal when selling to customers face-to-face.

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.

Research reveals that 80 per cent of non-routine sales occur only after at least five follow-ups, so the 8 per cent who persevere will succeed.

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.

There’s nothing more powerful than a face-to-face meeting when trying to win a new customer. Sales expert Andy Preston reveals how to prepare.

There is almost always a better deal to be had, but how do you go about finding it? Bryan McCrae of Cognitive Sales Consulting offers advice.

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

There are no quick tricks when it comes to selling expensive products. But with the right marketing you could seriously improve your sales.

How Wilfred Emmanuel-Jones, managing director of The Black Farmer, pursuaded supermarket chains to stock his sausages and other products.

If you really want to be successful in developing your business-to-business operation, here are five smart things you should do now.

While many businesses put a lot of effort into trying to attract new customers, they risk missing the chance to sell more to existing customers.

Cross-selling and upselling can make a huge difference to your sales figures. Find out how customer service plays a vital role in making more sales.

Ever wondered why you can sell to some people and not to others? The answer could be in the way your customer sees the world around them.

Many firms don't know who their most profitable customers are or how to retain them. In difficult times, customer loyalty may be your greatest weapon.

What your customers say is incredibly valuable. Positive feedback boosts business and criticism can help you to improve your offering.

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.

12 FAQs on sales technique, including which customers to concentrate on, when the best time is to make a sales approach and how to close a deal.

Winning a contract to sell to a big company can be just what your business needs, but getting your foot in the door is hard. Here are some tips.

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?

It's not all cheap toys: merchandising can be a valuable means of connecting with customers, raising awareness of your brand and boosting sales.

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.

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

We're not all natural-born salespeople, so we share some simple steps that can help you negotiate better sales.

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.

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