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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.
Episodes
Monday May 20, 2024
Tactics & Bargaining: Negotiation series episode 6
Monday May 20, 2024
Monday May 20, 2024
Key Takeaways:
- Work together and prepare as a team
- Likely bargaining tactics and how to counter them
- Non-verbal communication
Monday May 20, 2024
Relationship Goals: Negotiation Series episode 5
Monday May 20, 2024
Monday May 20, 2024
Key Takeaways:
- Transactional negotiations in a relationship context
- Be clear about your wider relationship goals
- Don’t win the battle but lose the war
Monday May 20, 2024
Moving forward: Negotiation Series episode 4
Monday May 20, 2024
Monday May 20, 2024
Key Takeaways:
- Clear agreement on what has been agreed.
- Follow up fast.
- Keep the initiative
Monday May 20, 2024
Form your offer: Negotiation series episode 3
Monday May 20, 2024
Monday May 20, 2024
Key Takeaways:
- List your components
- Identify fixed and variable components and analyse movement and cost/value
- Draw up entry and exit points
Monday May 20, 2024
Create context - prepare the ground: Negotiation Series episode 2
Monday May 20, 2024
Monday May 20, 2024
Key Takeaways:
- Build trust
- Understand the personalities and style of the people
- Understand their positions and interests
- Pre-position yourself
Monday May 20, 2024
Create context - Assess the situation: Negotiation series episode 1
Monday May 20, 2024
Monday May 20, 2024
Key Takeaways:
- Understand the likely zone of agreement
- Explore the options for both parties
- Identify the implications of “no”
- Read the balance of power
Monday May 20, 2024
Gaining client commitment - Quick Thoughts Series Ep 8
Monday May 20, 2024
Monday May 20, 2024
Key Takeaways
- Be clear about the commitments you are looking for to move things forward.
- Be clear about how you will get these commitments
- Never leave a meeting without a commitment to the next step
Monday May 20, 2024
Understanding the customer - Quick Thoughts Series Ep 7
Monday May 20, 2024
Monday May 20, 2024
Four key skills:
- Create openness
- Ask good questions
- Listen
- Summarise
Monday May 20, 2024
The first 5 minutes of a face-to-face meeting - Quick Thoughts Series Ep 6
Monday May 20, 2024
Monday May 20, 2024
Key takeaways:
- The things that are easy to do are easy not do!
- A quick checklist
- Reflect and re-plan
Monday May 20, 2024
Preparing for client meetings - Quick Thoughts Series Ep 5
Monday May 20, 2024
Monday May 20, 2024
Key takeaways:
- Discipline in our busy lives
- See the meeting through their eyes
- Use a quick checklist