Please RETWEET... make 2011 the year when Madeleine is returned home. http://ping.fm/aVaVz

One of my articles published in Effective Business Today magazine. http://ping.fm/gDdUp

Help find Jo - http://ping.fm/Hs1NS

At a time of Happy Families take a moment to view http://ping.fm/mT36b

Somebody told me it is Christmas soon. Surely not. I'd better go shopping....

Best of luck for Amy Williams at the BBC Sports Personality of the Year Show.

Read all about Christmas and Managing Distributors at the SGBA Blogspot. http://ping.fm/mb4t4

New Aerospace Business Park in Avignon. Incentives for UK Co's wishing to open office or assembly there. Contact me!

Exports Distributors Profits Growth Sales ... visit http://ping.fm/ksdnn

Just writing a new article on getting the best out of, and managing Distributors.

Take a minute to remember John Lennon. 30 years since a madman took him away from us.

Portsmouth Business can benefit from this blog: http://ping.fm/ikOXH

If organising a group to horse of the year show, Olympia from Crawley W Sussex, W&H can get tickets to sit together. www.wandhgroup.co.uk

Newcastle disgrace. Sacking Hughton is not justified. Their over paid and under performing players need to be accountable.

Surely wikileaks are going too far?

Good business news for exporters. http://ping.fm/P0A1B

The second time this year, the village is 'snowed in'. Hope it does not last 8 days again!

Great successes for UK companies opening French offices. First class routes into Italy & Spain.

Cold hands, or Raynauds, try HeatBands at heatbands.com It may just help!

...Nine years ago since the music died... the sad passing of George Harrison.

HeatBands are now selling very well now its pretty dam cold here. Cold hands -- the remedy. http://ping.fm/tVx5K

40 years since the iconic "All Things Must Pass" album was released. And still sounds fresh today. A masterpiece from George Harrison.

Innovative Banking for the SME. See Tim Jenner's comments at http://ping.fm/uEuBg

More valuable comment for business on SGBA blog. http://ping.fm/ymq0u

Excellent Electric Car Forum yesterday in Portsmouth. Some real interesting technology.

Looking at doing business in Africa? See http://ping.fm/LHJ4h

Now's a good time to re evaluate supply chains, & switch from China to India. Indians speak English well, with West compliant legals.

How will Far East tensions (N&S Korea) affect West/China relations? Will it put supply chains in jeopardy now the West is reliant on China?

Hampshire UK businesses missing out on £1000 of Grant money. Be quick before it disappears!

Get rid of Capello. Surely Mr Bean has more tactical nous than our current bumbling idiot.

Merv (the swerve) King finally comes out with positive noises on the UK economy and recovery. Wish he was always that positive.

I read the words "Serco" and "ethical" in the same sentence. Indeed this may be the last time those two words are so close together.

Bangalore - India's happening city - Factory unit to rent... I can supply detail for interested parties.

Unique product and Company for sale. Needs investment from Entrepreneurial individual. Should be a UK£12m business within 5 years.

Nils Lofgren ... wow what a show in Southampton last night. Great musician and showman, and met all his fans afterwards.

Shame Paul the psychic octopus died. I thought tactically he knew more about football than bungling Capello.

The Beatles back in the charts, and Buffalo Springfield getting back together. WOW, what a feel good factor!

Spending cuts? Serious common sense decisions to put Gov spending where we were 5 years ago. There is so much rubbish & hype from the press.

I'm attending Electric Vehicle Forum - Portsmouth 2010 -- http://ping.fm/cpivA 24th November 2010

I see the Girl Guides are 100 years old. Strange, I thought most left when they were teenagers..?

The Devil is in the detail... a first class read for excellence ... http://ping.fm/fVH6u

With the spending review looming, how many small businesses dependent on Government contracts have a contingency plan in place?

Have you seen the wealth of useful business information on http://ping.fm/EUu0K Please retweet!

Graham Nash - a well deserved OBE.

How can a Texas court seriously have any jurisdiction over UK law?

Great news for Jaguar. Is it not time that BMW & AUDI buyers switched their allegiance to British manufacturing?

Fantastic charismatic talk by Amy Williams - Olympic Gold Medallist - at a LloydsTSB business event last night. Highly inspiring.

Congratulations to the Chilean miners, their families and rescuers. A great story of human effort.

Fantastic news from Chile. A great effort. Its nice to hear positive news items.

Africa - continent of opportunity. http://ping.fm/WEmTT

Great to see Rob Green back in the England squad, where he belongs. Hands up the man who never made a mistake...

Excellent new article on business Start Ups on SGBA blogspot - http://ping.fm/4052P

The BBC chose a bunch of 'lefties' for the audience at Birmingham's Question Time last night. Thank goodness for Baroness Darsi.

Just got my record turntable running again and sounding great. Something special about playing vinyl. FANTASTIC.

Medical device Co's selling into USA take note.... For help on FDA establishment registration (due 31st Dec) see http://www.shotcarr.com

Just about to leave for the "Energy Solutions Exhibition" at Olympia, London

Norman Wisdom - a TRUE British great.

UK banks set to launch small business fund... interesting news. See http://ping.fm/nx59P finance sector.

Prisoners SHOULD be made to work hard - GOOD MOVE. And any proceeds from their endeavours should be paid to their victims.

Marketing and PR... read all about it! http://ping.fm/HNTqm

Reduce your energy bill, see http://ping.fm/VHlLJ

Dolphins are so smart that within a few weeks of captivity, they can train people to stand on the edge of the pool and throw them fish.

To steal ideas from one person is plagiarism. To steal from many is research.

For help on FDA establishment registration the following web site will help.... http://www.shotcarr.com

FDA establishment registration for 2011 needs to be actioned by 31st December 2010.

Originally a cynic, I'm now a fan of Packtypes. Uncannily accurate, and for all business. http://ping.fm/uzPmd

Do not argue with an idiot. He will drag you down to his level and beat you with experience.

Selling Biz to Biz? Then you must read SGBA blog. http://ping.fm/dzHxo

... Kim Jong-un .... David Cameron .... Nick Clegg ..... Ed Miliband .... Steve Miller Band ... wow... what a team!

......A bank is a place that will lend you money, if you can prove that you don't need it.....

Knowledge is knowing a tomato is a fruit. Wisdom is not putting it in a fruit salad.

Light travels faster than sound. This is why some people appear bright until you hear them speak.

The Simple Rules of Negotiation

How many Sales people really understand NEGOTIATION? Sadly too few.

Many enter the negotiation cycle without realising they are in a critical part of the Sales Process. Indeed negotiation is not always related to Sales situations. For example we have all had the discussions with our siblings along the line of: "Can you take me to the pictures tomorrow?", responding with: "Only if you tidy your bedroom". Indeed a primitive, but often effective negotiation, and indeed one (if carried out) can lead to a 'win - win' outcome!

It is vitally important to recognise when the sales process enters the 'negotiation phase'. Failure to recognise this may be detrimental to your desired outcome, and do the salesman a disservice.

So, what is negotiation?

I have over the years heard many definitions, but the simple ones are always the best:

"The exchange of tradables to facilitate an agreement".

Simple!

And what are tradables? And more importantly, how many sales men can list them?

Tradables are the areas where a Salesman or a Buyer can 'give a little'. The obvious one is price, or more accurately, cost of goods/service. But there are many others too. They can include aspects such as product/service specification, payment terms, delivery and quantity.

Let us look at some sales examples.

The buyer says "Yes, I like the look of your resistors, and if you can get the price down by 10% then we can do business."

The inexperienced salesman, who does not realise that the negotiation phase has just been entered is inclined to say "Yes" in great haste to close a deal. However, the more experienced salesman who has a clear understanding of his tradables may respond in one of the following ways:

"Of course, but I will need you to commit to a 12 month agreement for me to guarantee this price"

or

"We can meet this price, but we will have to provide the product without the wired connectors"

Another example would be:

Buyer - "If you can guarantee delivery by the end of the month then we can place an order now".

Again, the inexperienced may jump at the offer, but the more measured approach would be "Of course, but we will need to engage our team in overtime to meet the deadline, therefore it will attract a 10% price premium".

Salesmen naturally believe that the Buyer has a the upper hand, particularly as he may have a choice of suppliers. However, if you have reached the negotiation phase, it can be assumed you are winning the competitive battle. At this point the sales man should never underestimate the strength of his proposition.

It is not unknown for a negotiation to break down irretrievably, although with thorough preparation by both sides, this is an unlikely outcome.

The outcome of a negotiation and subsequent business deal fall into three categories. The first, a 'win - win' is the most desirable, both sides feel good about what has been achieved, and it is a great foundation for further business between the two parties.

A 'win - lose' is where one company is delighted with the deal, and the other is regretting the agreement, and feeling 'stitched up'. Frequently the 'delighted party' is oblivious of the thoughts of the 'aggrieved party'. In this case, unless some remedial work can be done on the relationship, it is highly unlikely that the parties will do business together.

The final outcome is a "lose - lose" outcome. Both parties feel the deal was poor, and such outcomes should be avoided at all costs. However, they do happen due to business pressures, expediency and other compelling issues. Indeed it is highly unlikely that these parties will do business again with each other.

So how do we ensure that outcomes are 'win - win'.

Simple - preparation is key. A salesman MUST know and understand his tradables. A buyer may have different tradables depending on what he is buying. Both parties must accept that transaction value can be talked up as well as down.

Typical tradables for a salesman would be (and these can be traded up and down):

Delivery time

Order value

Quantity

Contract duration

Product finish (specification)

Packaging

Packing and delivery costs

Insurance cover

Delivery frequency

Payment terms

In summary, the best salesmen recognise their tradables, they can recite them at a moments notice, and they recognise the simple signs of negotiation. Furthermore, they have an empathy to the needs of their customer in order that all outcomes are 'win - win'.

Happy Selling.

Negotiation, the key to better profits in many situations. See the SGBA Blog - http://ping.fm/Sf5A4

.. Paying fat people to slim.. how bizarre.. Fat people who over indulge and refuse to exercise should pay extra for health care...

Planning our next seminar on Tax Credits and Enviro Audits. See http://www.sgba.co.uk

I entered the @nectarbusiness competition to win 50,000 Nectar points - vote for me to win! http://bit.ly/cMetir

India's chance to SHINE is being ruined by incompetence & bad management. Their chances of securing future Olympics will be effected.

Latest bespoke software project delivered by our Indian partners is looking good, looks like more work to follow.

Beware of "experts" --- "ex" : a 'has been' --- "spirt" : a 'drip under pressure'. Always consider a specialist instead.

Worth sharing from todays calander:- Watch your tongue. Remember it is in a wet place and likely to slip. Catholic diplomats take heed!

The first time Mervyn King has spoken common sense. I'm sure there'll be loads of TUC delegates failing to see realism.

Sarkozy is RIGHT. One EU country should not export their social problems and misfits to another.

You must feel sorry for someone sharing a cell with George Michael. Having to listen to his screechings. A real sentence for the unlucky inmate.

Can the Pope and the Catholic Church really command respect any more?

Two new International projects secured this week.

The Florida IDIOT who wishes to burn the Koran should be burnt himself.

As we all tighten our belts, lets hope the Pope will be staying at the Travelodge next week, after all, we're paying for his visit.

Stephen Hawking on TV talking about the 'Big Bang'. The following day Cyril Smith dies. Am I the only one who sees the connection?

Carbon Credits - one of the biggest scams of our time. Read Christopher Booker (Telegraph) for the truth.

Helping companies with export aspirations for France, Spain, Italy and Switzerland.

Helping companies with export aspirations for France, Spain, Italy and Sweitzerland.

It is amazing how many UK based companies are not taking advantage of R&D Tax Credits. Money back from the TAXMAN.

Collaborative selling. It has its merits. Want to know more.....?

More updates on the SGBA blogspot.... http://ping.fm/KZzxp

SGBA goes Global...

The SGBA are assisting business expand horizons, key to bringing the economy out of recession.

"Our relationships with people on the ground in France, India and USA are first class, and we can assist all types of business with upfront research, and laying the business foundations with local people" says Ian Thomas.

He goes on to say, "we are creating all sorts of opportunities, both outward and inward. As UKT&I have to deal with surpressed budgets, the services we offer will become invaluable. And we are not just limited to three countries!"

No matter whether you want to appoint an agent, a distributor, invest in a subsidiary, get a joint venture moving, or sell a license or franchise, the SGBA are now full prepared to deliver value and growth opportunity.

Market research, premises search, personnel selection, local laws, licenses, the list goes on...... most costly and time consuming for business Directors.

For further information you can call the SGBA (at Proactive) on 0870 787 7590

The Catholic Church and Republicans in Ireland have a lot to answer for, given the latest revelations of cover ups in the 70s.

..."We can definately say that probably ......." one of the worlds foremost Global Warming scaremongers on TV last night.

The SGBA blogspot goes international..

SGBA Blog - full of great advice, help and discussion for small businesses. http://ping.fm/hareE

Life after Business Link? See the following blog.... http://ping.fm/tOy0X

.... Impressive German Growth - let us hope UK Entrepreneurial spirit can deliver similar...

Off to Hampshire Economic partnership event - brainstorm on future Gov and Business Strategies to stimulate economy.

You can now find me at Zintro - http://ping.fm/BMerF

.....Trying to help a small biz sale - potential for £12m t/o within 3 years........... unique product.

Any UK Companies wishing to attend the Aeronautical Sciences Convention, Nice, on 19/24 September? Let me know...

Well the Football Season is here again. It seems so long since it was last on the 'box'. At least 10days since the U19 World Cup!!

Did you read the rubbish by Kamal Ahmed in yesterdays Telegraph about Bank lending to Business. I'm sure he believes in fairies.

Lots of invaluable business advice on SGBA blog... http://ping.fm/pqniv

Let us hope that England U19 football team can show the desire sadly missing by our 'senior squad', when they take on Spain.

Why does Chris Huhne persist with WIND power, when clearly Nuclear is the medium and long term answer to energy supply?

Confused what's happening in Government Support for Business? See events at http://ping.fm/ov71k

I've been without a computer since Wednesday.... it's so restricting.

A good turnout for our seminar this morning.

One WORLD CLASS performance by an Englishman yesterday. FANTASTIC Paul McCartney. As for another bunch of Englishmen.... aaaggghhh

Please say goodbye Mr Coppello

Off to see Crosby, Stills & Nash followed by Paul McCartney on Sunday in Hyde Park. Will miss the England game!

Only 3 places left for Breakfast seminar @ Fontwell Pk, W Sussex 7:30am Wed 30th June. http://www.sgba.co.uk Customers & Cash - How to get more!

Well, Italy beaten at first hurdle - payment for cheating their way past Australia 4 years ago.

This is worth reading : http://ping.fm/8H8bl

10 sheckels wasted on my bet for North Korea to win the World Cup. Oh dear.

Another great show at SEAWORK in Southampton, so good I went back a second time!

Off to SEAWORKS in Southampton today. This is a great show, hope it lives up to past 3 years!

US Companies Transocean and Halliburton (US Cos) are just as culpable as BP over oil spill. Obama - wake up.

Robert Green has the character and ability to turn from Villain to Hero.. lets hope he pulls it off!

Entrepreneurs, not politicians or bankers will pull us out of the financial mess that we face today.

...Sales made Simple... http://ping.fm/tnKWE ..... article 3537910

Transocean (a US Co) are the CULPRITS, not BP. Double standards in USA - Obama conveniently forgets about Union Carbide-Bhopal, or Piper Alpha.

... Looking to expand in Europe? I can help! ian.thomas@sgba.co.uk

Great to see our Biz Breakfast based on growth is causing such interest. Limited places left. Fontwell Pk, W Sussex, 30th June.

Why do people really believe that Electric Cars are Zero emission? Where do they think electricity come from?

SEEDA give £500k to Milton Keynes fors electric cars. They'll all be useless when we lose 40% of our generating capacity in a few years!

.....Getting fit this weekend.... well someone's got to replace Rio....

Getting lots of interest for our Breakfast seminar at Fontwell (W Sussex) on 30th June. Chichester. Customers and Cash ... how to get more of both!

Customers and Cash ... how to get more of both! Breakfast meeting at 7:30am, 30th June, Fontwell Race Course Exec Suite. FREE!!

Our Blog is getting more followers every day..... we must be putting across some valuable messages.. http://ping.fm/bCost

Surfers and outdoor sports enthusiasts with cold hands can get relief with HeatBands, Raynauds sufferers too. See http://ping.fm/zB5OD

Does anyone really know what will happen to SEEDA?

Excellent business breakfast today with University of Portsmouth (Purple Door) on TeleMedicine.

Planning a 'controlled growth' business breakfast at Fontwell park (W Sussex) for Wed 30th June. Its FREE!!!

Charity 5 a side event went well. We had a great team, and were unluckily knocked out in the final rounds.

Playing 5 a side football in a Charity event at Fareham town on Sunday 23rd. For cerebral Palsy sufferers. Come along, family day, its free!

How long before British Airways get swallowed up by a smaller rival? That will really shake up the employees!

With Germany propping up Greece, Merkel making negative noises about the Euro, isn't it just as well we are not in the Euro.

Interesting to see many of the excellent enviro initiatives carried out at Marwell Zoo, Hampshire UK.

Any company investing in an Exhibition stand MUST read http://ping.fm/lDWOL

How will Chelsea cope with a rampant Portsmouth tomorrow? Play up Pompey! Bring the Cup back to Hampshire!

A valiant effort by Fulham, well done. Beaten by a very good team.

All English football supporters must be supporting FULHAM tonight. Lets hope they bring the CUP back.

Love him, or hate him, Gordon went with some dignity yesterday.

No Bobby Zamora........ surely he must go to South Africa??

Off to TECHNOLOGY STRATEGY BOARD meeting, FUNDING HIGH GROWTH companies!!

Who stole Drogba's toys? What a childish petulent display from someone who was about to win one of the highest honours!

HeatBands accepted for Barclays Business Take One Small Step Competition http://ping.fm/wpsfg Please vote for this. Category: Business - Services Region: Eastern

HeatBands accepted for Barclays Business Take One Small Step Competition http://ping.fm/rPZOw Please vote for this!

It is good to see that Manchester City policy of 'buying success' and sacking Managers backfired!! Well done Spurs.

Presumably the militant minority in Greece believe violence is a way out of economic disaster?

Well, soon we will know the outcome. Its been a long and hard campaign, played dirty at times. Will it be Man Utd or Chelsea?

Register for free, instant access to a wide selection of useful information that will support business growth: http://www.sgba.co.uk

Great to see Jimi Hendrix 'back in the charts'!!

Why do politicians spontaneously self destruct? Is there someone in Iceland controlling them?

Free business breakfast session at Fontwell race course on 19th May - see http://ping.fm/PF4C9

... Please contribute to survey : http://ping.fm/0Fyl5

Well done Fulham, commiserations to Liverpool.

Mervyn King always seems to spread total panic whenever he speaks. Does he ever inspire confidence in our economy?

Brown v Cameron v Clegg --- OR Fulham v Hamburg. I know which I'll be watching on TV tonight!

The 'one size fits all' philosophy of the Euro has brought about real problems for Greece and Portugal.

Selling made simple .... see .... http://ping.fm/T7yqR

Would you vote for a Labour politician who has been stopped and fined for drink driving?

New aerospace and aviation park in Avignon, France, looking for companies wishing to grow. ian.thomas@sgba.co.uk

India -- try http://ping.fm/RBVmY?&id=2524346

India, the market for you....? http://ping.fm/1TnhI?&id=2524346

Still possible for a Fulham - Liverpool cup final in Europe. Fingers crossed!

Looking at new markets for diabetes and cardio vascular generic preparations.

My latest article regarding DISTRIBUTORS can be found at http://ping.fm/mIHvH

................ http://ping.fm/vkyS8 ...............

Did anyone read Nick Clegg's "inaccuracies" in the Sunday Telegraph? It's amazing how much was taken as 'Gospel' the other night.

Building a business team? Learn HOW to create the right balance at our Breakfast seminar at Fontwell Race racecource, 19th May.

Just trying to 'ping' for the first time.... lets see what happens!