Comments for Jonathan Farrington's Blog http://www.thejfblogit.co.uk For DEDICATED Business Professionals Mon, 12 May 2008 08:51:35 +0000 http://wordpress.org/?v=2.5 Comment on Negotiation - Dealing With The Early Phases by Law Bites » New Negotiation Resources: Preparation, Preparation; Preparation http://www.thejfblogit.co.uk/2008/04/25/negotiation-dealing-with-the-early-phases/#comment-8908 Law Bites » New Negotiation Resources: Preparation, Preparation; Preparation Thu, 08 May 2008 11:04:03 +0000 http://www.thejfblogit.co.uk/?p=302#comment-8908 [...] add these to my blog roll when I’m not rushing out the door.  For now, check out Jonathan Farrington’s Blog post on Negotiation - Dealing with the Early Phases, a resource I have to thank the Business Growth Blog for, cited at the end of more excellent [...] […] add these to my blog roll when I’m not rushing out the door.  For now, check out Jonathan Farrington’s Blog post on Negotiation - Dealing with the Early Phases, a resource I have to thank the Business Growth Blog for, cited at the end of more excellent […]

]]> Comment on Negotiation - Dealing With The Early Phases by Negotiating: Thinking It Through http://www.thejfblogit.co.uk/2008/04/25/negotiation-dealing-with-the-early-phases/#comment-8886 Negotiating: Thinking It Through Tue, 06 May 2008 21:12:23 +0000 http://www.thejfblogit.co.uk/?p=302#comment-8886 [...] Negotiation - Dealing With The Early Phases - The early phases of negotiation consist of both sides finding out more information before talking about a specific deal or set of alternatives. For example, if you find out the other side has a time deadline that only your company can … [...] […] Negotiation - Dealing With The Early Phases - The early phases of negotiation consist of both sides finding out more information before talking about a specific deal or set of alternatives. For example, if you find out the other side has a time deadline that only your company can … […]

]]> Comment on Negotiation - Dealing With The Early Phases by Negotiating: Thinking Ahead http://www.thejfblogit.co.uk/2008/04/25/negotiation-dealing-with-the-early-phases/#comment-8885 Negotiating: Thinking Ahead Tue, 06 May 2008 21:03:43 +0000 http://www.thejfblogit.co.uk/?p=302#comment-8885 [...] Negotiation - Dealing With The Early Phases - The early phases of negotiation consist of both sides finding out more information before talking about a specific deal or set of alternatives. For example, if you find out the other side has a time deadline that only your company can … [...] […] Negotiation - Dealing With The Early Phases - The early phases of negotiation consist of both sides finding out more information before talking about a specific deal or set of alternatives. For example, if you find out the other side has a time deadline that only your company can … […]

]]> Comment on Top 10 Mistakes Presenters Make by Niall Devitt http://www.thejfblogit.co.uk/2008/05/01/top-10-mistakes-presenters-make/#comment-8882 Niall Devitt Tue, 06 May 2008 17:32:07 +0000 http://www.thejfblogit.co.uk/?p=308#comment-8882 Enjoyed reading, well made points and sound advice. Enjoyed reading, well made points and sound advice.

]]> Comment on Top 10 Mistakes Presenters Make by Sales Fuel to Get You Going • Life in the Telebusiness Trenches http://www.thejfblogit.co.uk/2008/05/01/top-10-mistakes-presenters-make/#comment-8773 Sales Fuel to Get You Going • Life in the Telebusiness Trenches Thu, 01 May 2008 20:07:42 +0000 http://www.thejfblogit.co.uk/?p=308#comment-8773 [...] a few new sales blog, check out Johnathan Farrington’s blog and read this latest post on the Top 10 Mistakes Presenters Make written by Debbie Fay. And in the inside sales space, Trish Bertuzzi has picked up speed with her [...] […] a few new sales blog, check out Johnathan Farrington’s blog and read this latest post on the Top 10 Mistakes Presenters Make written by Debbie Fay. And in the inside sales space, Trish Bertuzzi has picked up speed with her […]

]]> Comment on Negotiation - Dealing With The Early Phases by Jonathan Farrington http://www.thejfblogit.co.uk/2008/04/25/negotiation-dealing-with-the-early-phases/#comment-8754 Jonathan Farrington Wed, 30 Apr 2008 16:59:20 +0000 http://www.thejfblogit.co.uk/?p=302#comment-8754 Hi Nina, Many thanks for the mention - I have now discovered your blog too. Best Jonathan Hi Nina,

Many thanks for the mention - I have now discovered your blog too.

Best

Jonathan

]]> Comment on Negotiation - Dealing With The Early Phases by NinaSimosko.com » Blog Archive » Conceding to Win http://www.thejfblogit.co.uk/2008/04/25/negotiation-dealing-with-the-early-phases/#comment-8749 NinaSimosko.com » Blog Archive » Conceding to Win Wed, 30 Apr 2008 13:02:05 +0000 http://www.thejfblogit.co.uk/?p=302#comment-8749 [...] Farrington has some great tips around preparing for negotiation. These include asking yourself the following questions: What is the [...] […] Farrington has some great tips around preparing for negotiation. These include asking yourself the following questions: What is the […]

]]> Comment on Migrating From Vendor To Partner by Securely Increase Sales Now & Forever | Increase Sales Coach http://www.thejfblogit.co.uk/2008/04/24/migrating-from-vendor-to-partner/#comment-8713 Securely Increase Sales Now & Forever | Increase Sales Coach Mon, 28 Apr 2008 00:15:16 +0000 http://www.thejfblogit.co.uk/?p=303#comment-8713 [...] Lee Salz stresses, “partners formulate mutually beneficial relationships.”  That’s a very different approach than acting like a sales person.  So how do you bridge this gap? [...] […] Lee Salz stresses, “partners formulate mutually beneficial relationships.”  That’s a very different approach than acting like a sales person.  So how do you bridge this gap? […]

]]> Comment on Migrating From Vendor To Partner by Increase Sales Coach http://www.thejfblogit.co.uk/2008/04/24/migrating-from-vendor-to-partner/#comment-8702 Increase Sales Coach Sun, 27 Apr 2008 03:19:14 +0000 http://www.thejfblogit.co.uk/?p=303#comment-8702 Great article Lee. The way you approach sales definitely enhances your position in the marketplace. This positioning as a business partner leads to long-term and long-lasting financial security for your business. Great article Lee. The way you approach sales definitely enhances your position in the marketplace. This positioning as a business partner leads to long-term and long-lasting financial security for your business.

]]> Comment on Do You Know Who Your Most Important Accounts Are? by Cheryl http://www.thejfblogit.co.uk/2008/03/07/do-you-know-who-your-most-important-accounts-are/#comment-7793 Cheryl Fri, 07 Mar 2008 18:31:29 +0000 http://www.thejfblogit.co.uk/2008/03/07/do-you-know-who-your-most-important-accounts-are/#comment-7793 Hi Jonathan, Excellent post. Knowing your most important accounts is truly valuable. In my experience salespeople tend to lead hectic lives. However, productivity is directly proportional to doing the right things not just being busy and doing things. If a salesperson wants to increase sales they simply must increase their productivity and that means they must ruthlessly eliminate activities that don't produce the desired results. When the sales professional identifies their most important existing clients and the top new clients they want to earn they can prepare to work productively. Meaning they can effectively maintain the existing client deepening and extending their relationship, and focus their new client acquisition endeavors on those that are most productive. Losing focus and chasing after any client is a quick way to decrease productivity and decrease sales. Cheryl http://increasesalescoach.com Hi Jonathan,
Excellent post. Knowing your most important accounts is truly valuable.

In my experience salespeople tend to lead hectic lives. However, productivity is directly proportional to doing the right things not just being busy and doing things. If a salesperson wants to increase sales they simply must increase their productivity and that means they must ruthlessly eliminate activities that don’t produce the desired results.

When the sales professional identifies their most important existing clients and the top new clients they want to earn they can prepare to work productively. Meaning they can effectively maintain the existing client deepening and extending their relationship, and focus their new client acquisition endeavors on those that are most productive. Losing focus and chasing after any client is a quick way to decrease productivity and decrease sales.

Cheryl
http://increasesalescoach.com

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