Why the best salespeople are negotiators

7:50PM | Friday, 3 July 2015 |  There are many aspects to a sales role. But, there is one area that is critical to all sales or customer engagement processes: negotiation skills.

What happens if I lose my main client?

1:00AM | Tuesday, 3 January 2012 |  Because it's easier to lose a client than it is to lose a job, you should start looking for more customers.

How should a retailer market my product?

1:00AM | Monday, 7 January 2013 |  You should get your marketing plan in place, then start negotiating with shops and retail chains.

Should I put together multiple versions of my business plan?

9:24PM | Tuesday, 13 September 2011 |  Writing one business plan is a big enough task within itself – there is no need for two.

The Art of Conversational Negotiation

5:00AM | Wednesday, 9 May 2012 |  The average mum uses a range of techniques to negotiate outcomes from her fierce, clever and emotionally manipulative adversaries – also known as the kids. BY POLLY McGEE.

How long will negotiations with investors take?

5:58PM | Tuesday, 8 May 2012 |  With institutional investors, 60 days is the bare minimum. Here’s why.

Beware the between

4:00AM | Thursday, 26 April 2012 |  Do you use the word “between” in your negotiations? If so, you may be setting yourself up for disappointment.

Should I team up with other franchisees to lobby our franchisor?

11:51PM | Tuesday, 22 November 2011 |  If there is a need for franchisees to form an independent body, then I would suggest there has been a significant breakdown in communications.

10 buzz phrases your start-up should never use

11:54PM | Thursday, 17 November 2011 |  Start-ups from all industries should be reminded of the need to keep language clear and simple, to avoid alienating investors and customers. With this in mind, here are the 10 phrases you should think very carefully about before uttering.

A nearby business wants to strike up a partnership arrangement. Should I do this?

11:51PM | Tuesday, 8 November 2011 |  I say, seize the opportunity. But before you get too involved, make sure it’s all in writing so you’re all clear what you want out of the partnership.