Deal Making


		Practical Help to Grow Your Business
Sales and Marketing The Professional Adviser About Us Contact Us Home	Deal Making We've all heard the expression 'Win-Win Situation', and we probably all understand what it means, but how to make sure it happens every time we do a deal? The key is in understanding clearly the differences between cost, price, worth and value. Good, win-win deals involve both people trading low-cost, high-value for low-cost, high-value. This applies not only to concessions but also to commitments, not only to what will happen but also what will not happen, not only to money but to anything which can be of value. Crucial to this process is having the skills to fully discover and understand what the other party values most. Just as they have given us personality types and communication styles, the psychologists have also come up with perceived value preferences. A few simple questions, innocently inserted into the conversation, can reveal much to the negotiator about the things the other person is likely to value highly. Effort can then be spent on thinking of ways in which these things might be made available at low cost to the donor. Free Help and Advice from David Winch Sign up now to be up to date with - and take full advantage of - the available Deal Making Advice for B2B SMEs. Fill in your details and start receiving my FREE, regular bulletin. First Name: Last Name: E-Mail: Ask me your Sales and Marketing questions. [Optional] I'll answer them in my blog. By filling in your details above you agree to receive emails from David Winch. We will contact you to keep you appraised of developments in the business world and Sales and Marketing in general and at David Winch in particular. You can unsubscribe or opt-out at any time. Rest assured we won't in any circumstances share or sell your data with anyone. We detest spam just as much as you.		Sales Help The best results come when the Sales function is an integral part of a well-planned overall Marketing strategy - Help is at hand! Read More
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			Pricing How do you set your prices? Is it cost plus? By comparison with what your competitors are charging? Or do you sell your time at a fixed price per hour or per day? Read More
			Telephone Sales The Telephone is a powerful Sales tool in educated hands! Read More
			Negotiation Skills A price ticket is technically an invitation to trade. Outside of retail, many prices are arrived at after a discussion called a negotiation. Read More
			Account Management Keeping customers is far less costly than getting new ones, so get good at looking after them. Read More

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