Register now and create a new User Login - It's free and only takes a minute.
You get complete access to:
Gather the facts and then use the DEAL WITH IT formula...
See our latest releases...
We can provide trainers to create and run customised courses and training webinars for you using the resources on this site anywhere in the world.
For more information contact us:
Take a look at a selection of our short articles to give you a feel for our views on topical issues.
Download the articles for FREE. Use them any way you want.
Receiving feedback positively...
Here’s a logical sequence to follow in presentations.
Getting others to accept your ideas requires “putting yourself in their shoes” and seeing the benefits your idea(s) will deliver to them. Use the SPACER approach to remind you of the six reasons why people buy your ideas.
S = Safety and Security
The idea is a sound proposition. It’s risk free. The solution or proposal is
likely to work.
P = Performance
The idea will result in increased efficiency e.g. less resource but an improved
A = Appearance
The idea will improve the appearance, standing and reputation of the
individual, their team, their organisation.
C = Convenience
The idea will be easy to implement, will be hassle free, and will reduce the problem(s) currently experienced.
E = Economic
The idea will save costs, increase revenues, increase margins/returns.
R = Relationships
The idea provides ongoing help and support as needed.
For more insights check out our resource Key Consultative Selling Skills.