Negotiation

Financial Times – How to shift it – Derek Arden

June 28, 2009

I was quoted in the FT this weekend on how to improve your sales in a recession. My answers were

1 – Make more effort to contact all your old customers, people who have done business with you in the past. Catch up with them, don’t sell to them instead find out what they are doing, what are their issues and if there is anything you might do to help. Any ideas you might give them.

2 – Networking is more important than ever. Networking is really only social marketing and your best leads are the people you know. Why cold call when there so many people you can warm call.

3 – Sharpen up your negotiation skills – have your variables available (inexpensive items – that cost you little and may be worth a lot to your client) – haggle more, don’t lose a sale on price, just add extra value

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