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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