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Good Selling Radio in association with SalesFitness Group
By goodsellingradioBusiness
Good Selling Radio in association with SalesFitness Group episodes
- Be the first person your client calls - Quick Thoughts Series Ep 1Four critical success factorsInvest time to really understand themFocus on their agenda not yoursIdentify compelling events for them and their businessOffer insights that make them say “I never thought of that!”www.salesfitnessgroup.co.uk5 min
- Moving forward: Negotiation SeriesKey Takeaways:Clear agreement on what has been agreed.Follow up fast.Keep the initiativewww.salesfitnessgroup.co.uk4 min
- Tactics & Bargaining: Negotiation seriesKey Takeaways:Work together and prepare as a teamLikely bargaining tactics and how to counter themNon-verbal communicationwww.salesfitnessgroup.co.uk4 min
- Form your offer: Negotiation seriesKey Takeaways:List your componentsIdentify fixed and variable components and analyse movement and cost/valueDraw up entry and exit pointswww.salesfitnessgroup.co.uk3 min
- Create context - prepare the ground: Negotiation SeriesKey Takeaways:Build trustUnderstand the personalities and style of the peopleUnderstand their positions and interestsPre-position yourselfwww.salesfitnessgroup.co.uk4 min
- Create context - Assess the situation: Negotiation seriesKey Takeaways:Understand the likely zone of agreementExplore the options for both partiesIdentify the implications of “no”Read the balance of powerwww.salesfitnessgroup.co.uk4 min
- Relationship Goals: Negotiation SeriesKey Takeaways:Transactional negotiations in a relationship contextBe clear about your wider relationship goalsDon’t win the battle but lose the warwww.salesfitnessgroup.co.uk4 min
- MEASURING STRATEGIC ACCOUNTS: Part 9 of a 9 part series on Strategic Account Management
MEASURING STRATEGIC ACCOUNTS: Part 9 of a 9 part series on Strategic Account Management
Key Takeaways:
- Measure the leading indicators
- High level reviews
- Traffic lights
www.salesfitnessgroup.co.uk
7 min - FIVE KEYS TO CROSS SELLING: Part 8 of a 9 part series on Strategic Account Management
FIVE KEYS TO CROSS SELLING: Part 8 of a 9 part series on Strategic Account Management
Key Takeaways:
- Be customer-centric
- Build trust
- Recognition and reward
- Effective processes
- Enough knowledge (but not too much!)
www.salesfitnessgroup.co.uk
8 min - ACCOUNT PLANNING: Part 7 of a 9 part series on Strategic Account Management
ACCOUNT PLANNING: Part 7 of a 9 part series on Strategic Account Management
Key Takeaways:
- Why account plans fail
- Forward-looking, dynamic plans
- Components of an account plan
www.salesfitnessgroup.co.uk
7 min
About Good Selling Radio in association with SalesFitness Group
From the publisher's feed
Welcome to the Good Selling Radio. Podcasts for sales professionals looking for peak performance. GSR shares ways to make new and existing customer relationships easier, more effective, and more…
enjoyable. In a changing and busy sales world, take some time to stop for a moment and reflect, reframe and refocus.