Post-match analysis Analyse in detail how you succeeded when you were successful, and what went wrong when you failed - learn from your successes and your failures. Before calling a potential new customer - a prospect - or an existing supplier, we should have in our...
Closing the deal In sales jargon making the sale is called the close. And there are a number of ways you can close a sale. You have to judge which is suitable for each particular situation and each client (on the subject of jargon, someone who has not bought from you...
Clarity is key The scramble to snatch up scraps of work can sometimes cloud the details of exactly how much a job is worth and when we are going to get paid. This is almost always a mistake. Negotiate and agree payment terms at the point of sale, not afterwards....
