Successful sales people and negotiators are well aware of the seesaw effect; therefore, they adjust their and their counterparty’s status continuously. Because they move back and forth from a leading to a following position, they allow the other party to take the lead at certain times. This way, they achieve their objectives and keep the relationship healthy.
Have you ever wondered why you failed to get a valuable opportunity ‘over the line’, even though you had done all your homework and diligence; crossed all your “t’s” and dotted all your “i’s”?
Our team of advisors in London, who have extensive experience working with both asset managers and research houses, unpick the intricate nature of the current problem and offer a ‘back to basics’ approach as a possible way forward.
Pitching has become less of a one-off event and more of a way of life for modern sales teams. Here’s how to refine your approach and work the long pitch.
Personality is critical to sales. Not your personality, but that of the person you’re pitching to. Learn to craft your pitch for different personalities.