by Gary Gorman | | Interviews, Marketing, Negotiation
I was super excited to be interviewed by Sammy Blindell as part of her live daily show called ‘Confessions of a Global Changemaker – Things We Wish We’d Known Before We Started Our Global Businesses’. Sammy is a whirlwind of enthusiasm and she...
by Gary Gorman | | Buying, Construction, Customer Service, Negotiation, Selling
As I write this in the middle of a UK lockdown, post Covid-19 contractual disputes loom on the horizon for many construction companies. Programme changes, cancellations and delays will all inevitably lead to contract re-negotiations either with customers or with...
by Gary Gorman | | Buying, Customer Service, Negotiation, Selling
Have you ever wondered what buyer’s find the trickiest element of negotiation? What is the biggest mistake suppliers make when it comes to negotiating the deal or the contract? I explored these areas, and many more, when I interviewed Moyra Race. Moyra has over...
by Gary Gorman | | Negotiation, Selling
In the middle of a sales presentation it’s often very easy for your sales team to clumsily manage the difference between a feature and a benefit. A feature is what a product is…an intrinsic characteristic of the product or service. Examples of features...
by Gary Gorman | | Interviews, Negotiation
Have you ever wondered how buyer’s view negotiation from their side of the table? What element of it do they find the trickiest? What mistakes do they see suppliers making time and time again? Well…in two weeks time I’ll be interviewing Moyra Race...
by Gary Gorman | | Negotiation
Negotiation isn’t easy. In my view it is often about striking a balance between a ‘science’ and an ‘art’ – the science of keeping focused on the ultimate negotiation agreement (often financial) and the art of working with other...
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