Nicholas Bate, a.k.a. The Man Who Never Sleeps, Blogging Compadre, Consultant, Professor, and Prolific Author, has written another book.
"How to Sell and Market Your Way Out of this Recession and Get Your Business Buzzing like Never Before (even though your customers don't want to know)," has been on my desk, in my briefcase, and in my car for several weeks.
I keep diving into the book for ideas and taking notes, even on sections I've already read. As with all of Nicholas's books, this one is crisp and to the point. [The section on negotiation should be re-read frequently.] An excerpt (I've substituted dollars for pounds):
Before you go into a negotiation and if necessary during the negotiation: do the calculations. Let's keep it simple. You sell for $100. Your cost is $50. So that's $50 profit? Lovely. But now you give 5% discount. Assuming your costs are fixed (we're keeping it simple), you've just given away 10% of your profit. Mmm, something to think about.
Short, sharp, and helpful. Check it out.