Are negotiations a nightmare, why not turn them into something positive with improved skills and understanding?

Understand the theory and practice of collaborative negotiation with the Negotiating Style Profile (NSP). Based on a win-win model, the NSP offers a simple framework for determining one’s negotiating style and the likely effect of that style in a negotiating situation. Ultimately, learn to focus on skills and methods that are likely to produce the best outcomes.

Teach your salespeople the basics of smart, collaborative selling with the revised and expanded Selling Skills Inventory. Not only does this instrument measure aptitude, it also outlines a collaborative, step-by-step sales model your reps can put to immediate use.

This 52-page self-scoring instrument includes comprehensive interpretative notes to help participants understand their scores and develop influencing strategies by demonstrating how appropriate style matches provide better results.

Sell better! Sell More!

What makes one salesperson successful and another unsuccessful?

Popular books target characteristics such as ambition, initiative, self-confidence, tact... the list goes on. The common thread? Personality! Whether or not salespeople are aware of it, their personality shines through every interaction.

What’s My Selling Style helps individuals analyse how they typically behave in a sales situation, identify their customers’ styles, and learn how to adjust their own style to match their customer. With increased awareness and flexibility, salespeople can use style to maximise sales and rise above the competition.

Face difficult negotiatiors with confidence and skill

Effective as a stand-alone or as part of a wider negotiating program, the Dealing with Tough Negotiators series is particularly suited to those about to enter into a particularly difficult negotiation for the first time, or who routinely face tough negotiating partners.

This is also useful for negotiators who want to re-energise or refresh their own approach, or want to actively implement collabaorative techniques.

Both the Assessment and the Workbook are written for negotiators who have some negotiating experience. (For inexperienced or first time negotiators, we suggest the Negotiating Style Profile as an introduction to basic, collaborative negotiating.)

Identify your preferred selling style. Understand the various customer buying styles. Learn ways to immediately improve your sales effectiveness and results with more ease and confidence. ALSO ONLINE*.

Complete step-by-step instructions for leading participants through and scoring the 64-item Instrument

Facilitator Guide comprises of Binder with CD and Participant Workbook. Selling Skills Inventory is based on The Collaborative Selling Process Model. The steps and skills comprising the Model are all grounded in behavioural science research and have been found to distinguish sales reps who are more successful at achieving their sales objectives from those who are less successful (DeMarco & Maginn, 1982; Rackham & Morgan, 1977; and Biomedical Business International).

This sample will enable you to assess the product more fully. Just add your selection to cart (as if shopping) and once registered on this website, go to the "MY ACCOUNT" section. There you will be able to access your Downloads.

Free Sample Available (LIMITED TO 1 PER CUSTOMER) Self-scoring instrument Second Edition. Provides you with information about how you seek to influence others.

This sample will enable you to assess the product more fully. Just add your selection to cart (as if shopping) and once registered on this website, go to the "MY ACCOUNT" section. There you will be able to access your Downloads.

This sample will enable you to assess the product more fully. Just add your selection to cart (as if shopping) and once registered on this website, go to the "MY ACCOUNT" section. There you will be able to access your Downloads.

This sample will enable you to assess the product more fully. Just add your selection to cart (as if shopping) and once registered on this website, go to the "MY ACCOUNT" section. There you will be able to access your Downloads.