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Thursday 16 June 2011

The Apprentice Week 7 highlights value of negotiation

This week's episode of The Apprentice highlighted how vital it is to be willing to negotiate in sales, and how falling to offer the correct response can be costly.

This is what cost one of the teams victory last night, as project leader Jim failed to offer a competitive rate for advertising space in the magazine created by Venture, entitled Hip Replacement.

Although the title was major turn-off for the majority of media experts they pitched to, the concept of an over-60s magazine was embraced and may have won the task for Jim's team if he had not refused to budge on the card rate.

Meanwhile, although more flawed than Venture's creation, Team Logic's lads' mag for businessmen, Covered, managed to gain £60,000 in advertising revenue and won Natasha's team the task.

Commenting on this week's episode, motivational speaker and sales training expert Gavin Ingham said it is important for salespeople not to cave in too easily when negotiating, but there are times when deals must be struck for the greater good.

"There are times when you need to negotiate, times when you need to strike a deal, times when the buyer needs to know that you have done something for them, times when the particular client, etiquette and/or custom dictate that you negotiate," he added.

Jim's failure to do this lost his team the task and saw him pull Glen and Susan back into the boardroom.

This week, Jim was saved by his previous performances, with Glen being sent home, but a lesson about negotiation will have been learned in the meantime.

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Posted by Nikki Barrister ADNFCR-1617-ID-800581808-ADNFCR

Source: The Sales Executive News

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