The first stage of the actual sale part of the sales process is diagnosing what your prospect needs or wants – and understanding which is which. This is the investigation, or diagnosis, stage of the sales process.

The last step of the sales process at the meeting itself is to seek commitment: to ask the prospect if they will buy. This is called ‘closing’.

In many sectors – especially professional services, where I have had my career – sales are often made with the help of a written proposal. And, while this could be a course all on its own, here are a few tips and pointers.

Tannenbaum and Schmidt’s Leadership Continuum is a situational leadership model, offering a range of styles and ways to select among them.





🧭 This video is part of course modul
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🏢 Program 3: Managing...

Do you ever find yourself taking on other people's work, and then finding it's like having a monkey on your back? What you need to learn about is Monkey Management. And that's the topic of this video.

The follow-up to the classic 'Getting to Yes' is the equally valuable 'Getting Past No: Negotiating in Difficult Situations' by William Ury. Let's summarize its ideas.

Never Split the Difference by Chris Voss and Tahl Raz is the most recent book in our Masters of Negotiation series. But it immediately grabbed my attention. It's easy to read and full of absolute gold.



Chris Voss is a former...

Robert Tannenbaum and Warren H Schmidt set out a range of leadership behaviours. This model gives us a powerful team leadership continuum.

For some people, the idea of selling is scary, off-putting, even alarming. But, as a manager, you may sometimes be called upon to sell or help sell your organization’s products or services. But don’t worry. There is a straightforward...

One of the joys of really great teamwork is the enormous scope for creative thinking and innovative problem solving. Team problem solving is great!

When you are attending a meeting and want to make an effective contribution, my top tip is to use a one of my structured response formats.



These are eight simple formulas for structuring your response to a question, or for...

The part of the sales process that people think of as ‘selling’ is the step where you present solutions to meet your prospect’s needs. This is what we’ll look at in this video.

In this video transcript, the process of solving an absolute value equation is explained step by step. Both solutions are then verified by substituting them back into the original equation.

In an effort to protect zooplankton from being eaten by carp and control toxic blue-green algae, two man-made islands have been created in the Earlswood Lakes of Britain's West Midlands. Scientists have carefully planted five different...