What is your closing attitude?

De beste verkopers zijn ‘afsluiters’. Dat betekent niet dat ze altijd proberen om met een order op zak weg te gaan, maar ze proberen maximaal resultaat te boeken om naar de volgende stap te komen in het verkooptraject. Sommige verkooptrajecten … Read More

How do you prepare for an important presentation?

The sales challenge November 2019 was about the preparation for an important presentation. Many people spend a lot of time on the content and the cosmetic aspects if the presentation. And yet, this is not the most important aspect... Read More

Keep it simple

For years, companies have been creating elaborated business plans annually. They spend lots of time writing down their vision on the market, their competitive position, pricing strategies, marketing plans, sales targets, product launches, predicted financial results etc. In larger companies, Read More

Giving and receiving feedback

In business, we get feedback from other people almost every day. In many cases, we also give feedback. For instance, feedback that managers give their subordinates (or vice versa!), feedback between colleagues, and partners and customers. Unfortunately, in many cases... Read More

Positional or principled negotiation?

There are two kind of negotiators: positional and principled negotiators.

If you negotiate with someone that you want to do business with for a longer period, principled negotiation is a "must". Only when you negotiate about a one-time deal, you could consider negotiating positionally, but then still the question is whether you will get the best result.

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Conversation psychology

You can look at a conversation like looking at a house. Most of the time you stay on the ground floor, and sometimes you go upstairs. The ground floor of the conversation is where you talk about facts, details, features, specifications, requirements, expectations etc. This is where you talk about everything that is rational and factual.... Read More