Articles
Here you'll find a selection of articles supporting our approach to sales and negotiation, together with other download material. We hope you find this useful. Please feel free to browse for more information.
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18 Articles Found. Displaying page 1 of 2:
Living Sales®...the defining factor
Living Sales predicts the most successful SMEs of the 21st Century.
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Is winning new business the be-all and end-all?
Winning new business is one thing; for many organisations, retaining it is a different story.
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Negotiation - it's not strictly ballroom
Negotiations. Where do they happen? In the CEO's office, round the boardroom table in a real-life Dragon's Den? Or in reality, do negotiations have a greater part to play than this?
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SPIN® selling: past, present and future
Is SPIN® as relevant today as it was 30 years ago?
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Demolishing the Urban Legends of Selling
Some years ago, Huthwaite developed a technique for analysing complex, interactive skills. It wasn’t long before we were asked to apply this process to capture the difference between successful and average salespeople. What we did not forsee as we started our research, was that the findings would contradict some of the cherished myths of selling.
Demolishing the Urban Legends of Negotiation
Negotiation, just like sales has its own myths many of which the Huthwaite research into negotiation totally demolished.
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Pacific Institute goes from strength to strength
When The Pacific Institute decided to raise their game and felt that some process and structure might contribute to them moving from a healthy to a very strong position in the marketplace, they decided SPIN® was part of the solution.
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A positive change in habits helps the habitat experts at Legacy
Legacy Habitat Management have ambitious plans to become the number-one provider of mitigation services in the UK. Founders Matt Dixon and Ian Henderson have impeccable environmental credentials, with their strengths lying in technical expertise and delivery of the product or services, but they lacked knowledge and skills in both selling and marketing. With their goal in mind, they decided to approach Huthwaite.
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Exploring the no-grow situation
Guy Aston, Huthwaite's Open Course Director, explores the common ground small enterprises share when it comes to expansion issues.
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