Great news about Fabrice Muamba - great photo. However, spare a thought for Stylian Petrov.

Its official, Francis Maude was right. Jerry cans are safe in the garage, providing you only stockpile stamps in them!

Jerry Cans for sale, as endorsed by Francis Maude!! A mega gaffe even by politicians standards.

So the OBR gets its financial projections from William Hill...??!! How bizarre!

Great news about Fabrice Muamba. Lets hope he continues his recovery. A credit to Tottenham fans, and all the medics that saved his life.

B2B Sales tips for Hampshire Business: SELLING : Failures can be character building. Analyse your performance and use them as a spur.

B2B Sales tips for Hampshire Business: SELLING : Accept failure to get an order graciously. Move on to the next prospect. Learn lessons.

B2B Sales tips for Hampshire Business: CLOSING : If prospect rejects an order request 4x business is unlikely. You'll never win them all.

B2B Sales tips for Hampshire Business: CLOSING : If prospect rejects an order request 3 times ask "What will allow us to do business?"

B2B Sales tips for Hampshire Business: CLOSING : If prospect rejects order request again, try a different close. ASK FOR ORDER AGAIN

B2B Sales tips for Hampshire Business: CLOSING : If prospect rejects order request, remind of £enefits agreed. ASK FOR ORDER AGAIN

B2B Sales tips for Hampshire Business: CLOSING : Once prospect has agreed to one of the many closes, ASK FOR THE ORDER.

B2B Sales tips for Hampshire Business: CLOSING : Concessional close. "I'm sure my proposal is right for you, I will ensure prompt delivery"

B2B Sales tips for Hampshire Business: CLOSING : Summary close. "We agree about ...., and you liked ......, so let's do business"

B2B Sales tips for Hampshire Business: CLOSING : Alternative close. "Presumably you would like to take advantage of our credit facility?"

B2B Sales tips for Hampshire Business: CLOSING : Direct close. "Do you want it in red?"

B2B Sales tips for Hampshire Business: CLOSING : Forcing close. "You will of course .....................wont you?"

B2B Sales tips for Hampshire Business: CLOSING : Assumptive close. "Do you do it in red?". A : "Is that what you want then?"

B2B Sales tips for Hampshire Business: Last wk we determined needs, sold £enefits, overcame objections, & learnt negotiation. Now the CLOSE

We await positive news about Patrice Muamba. Let's hope he pulls through.

B2B Sales tips for Hampshire Business: Negotiation. "Can you deliver in 5 days?".... "Yes, we will need to raise price to cover overtime."

B2B Sales tips for Hampshire Business: Negotiation. "Can you reduce price by 10%?"... "If you can increase length of supply contract, YES"

B2B Sales tips for Hampshire Business: Negotiation. Examples of tradables : Delivery, Price, Quantity, Specification, Packaging, + more.

B2B Sales tips for Hampshire Business: Negotiation. What are Tradables? Aspects of your offering that can be traded against a concession.

B2B Sales tips for Hampshire Business: Negotiation. A simple definition : "The exchange of Tradables to facilitate an agreement". Swopping concessions!

B2B Sales tips for Hampshire Business: Negotiation. Recognise NEGOTIATION as a very specific part of the Sales Process.

B2B Sales tips for Hampshire Business: The more objectives you have overcome, and agreed with the prospect the stronger your position.

B2B Sales tips for Hampshire Business: More than than 4 objections suggests excuses being made. You may be better seeking next prospect!

B2B Sales tips for Hampshire Business: Further Objections. In successful pitches there will be no more than 3 or 4 objections.

B2B Sales tips for Hampshire Business: Further Objections. Deal with as they come up, as explained before.

B2B Sales tips for Hampshire Business: Objections. By satisfying one of your prospects objections you are strengthening your case.

B2B Sales tips for Hampshire Business: Objections. Many due to misunderstandings, go over points already covered, putting prospect at ease.

B2B Sales tips for Hampshire Business: Objections. Understand and empathise with your prospects concerns. Remind them of £enefits accepted.

B2B Sales tips for Hampshire Business: Objections. Don't take personally. Question prospect about concerns using OPEN & CLOSED questions.

B2B Sales tips for Hampshire Business: Using "EXCLUSIVE" FEATURES --> ADVANTAGES -->£ENEFITS will make it difficult for your competition.

B2B Sales tips for Hampshire Business: Of course EXCLUSIVE FEATURES can become EXCLUSIVE ADVANTAGES, and ultimately EXCLUSIVE £ENEFITS.

B2B Sales tips for Hampshire Business: Clever sales people chose product features that competitors cant offer. Called EXCLUSIVE features.

B2B Sales tips for Hampshire Business: Summary: Establish needs. Introduce product Features, demonstrate Advantages, then sell £enefits.

B2B Sales tips for Hampshire Business: Please digest all the tips so far before the next set of tips!

B2B Sales tips for Hampshire Business: An example of a $enefit: Our new filling machine will save you £1m in a year!

B2B Sales tips for Hampshire Business: NO, I did not spell £enefits wrong! It can also be spelt $enefit!

B2B Sales tips for Hampshire Business: Relate the Advantages into £ENEFITS. A £enefit is now specific about the savings to be made.

B2B Sales tips for Hampshire Business: Introduce FEATURES, aspects of your product that DIRECTLY relate to the prospect needs identified.

B2B Sales tips for Hampshire Business: Most Sales people have 2 ears & 1 mouth. Use in this ratio!

B2B Sales tips for Hampshire Business: Once client needs are understood we can progress.

B2B Sales tips for Hampshire Business: Closed questions encourage a prospect to give a one word answer. Eg: What colour do you want it?

B2B Sales tips for Hampshire Business: How do we confirm understanding of a prospects needs? By asking CLOSED questions.

B2B Sales tips for Hampshire Business: Practically every NEED will have a monetary implication (cost, or possible saving) to your prospect.

B2B Sales tips for Hampshire Business: When visiting a prospect, concentrate on issues affecting them. Needs can be realised or unrealised.

B2B Sales tips for Hampshire Business: Identify key decision makers to visit. Appointment making is a skill involving 'painting pictures'.

B2B Sales tips for Hampshire Business: Research your target, know your prospect before you make a move.

Now is the time to SELL. A bullish approach needed for our economy.

Spare a thought for the troops in Helmand, and the families of those who have lost loved ones.

A pity Vladimir Putin was not playing for Arsenal last night. Win at all costs.

Is Scott Parker the "Indestructable Man"? All opponents seem out to decapitate him. He still gets up!