Tips for Great Storytelling
The Art and Science of Objection Handling: Part B
The second in a two part series dealing with the essential skill of managing objections in order to help facilitate successful outcomes from discussions and negotiations with a customers' stakeholders The Art and Science of Objection Handling Part B: Steps Four to Six Objections are Important Objections from customers’ stakeholders are inevitably going to [...]
The Art and Science of Objection Handling – Part A
The first in a two part series dealing with the essential skill of managing objections in order to help facilitate successful outcomes from discussions and negotiations with a customers' stakeholders The Art and Science of Objection Handling Part A: Steps One to Three Objections are Important Objections from customers’ stakeholders are inevitably going to [...]
Partnering with Customers
An overview of the principles benefits to both customer and supplier of having a partner/partner relationship approach rather than a buyer/supplier relationship, together with an explanation of the "shared risks, share rewards" model. The Partnering Approach The "Shared Risks, Shared Rewards" Model
Using the Stakeholder Management Matrix
An overview of what the Stakeholder Management Matrix is and practical advice on how to use it to create a stakeholder management matrix for a customer engagement Using the Stakeholder Management Matrix
Working with the Customer: Credibility & Rapport
A discussion about how to create, develop and manage relationships with customer stakeholders, with a particular focus on the importance of both credibility and rapport. Working With the Customer: Credibility & Rapport