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Articles by Jonathan Farrington 
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Objectively Re-Assessing Your Current Opportunities
There are two escalating pressures in to-day’s marketplace that are creating a need for a more disciplined approach towards sales opportunities:
• The need to be more spe... More...
By Jonathan Farrington,
London/Paris - September 12th, 2009
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The Twelve Golden Principles Of Selling - 2.0 Version
Twelve months ago, I re-posted my “Twelve Golden Principles of Selling” – which received a fantastic response, and so I thought it timely to update these in the light of even... More...
By Jonathan Farrington,
London/Paris - December 22nd, 2008
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The Power Of The Persuasive Sales Presentation
Sales presentations become so much more compelling at the point when you have identified and agreed all your prospects requirements, and have tailored your presentation so that it ... More...
By Jonathan Farrington,
London/Paris - October 19th, 2007
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Negotiation - The Importance Of Trading Concessions
A “Win-Win” negotiation can only be achieved if both parties are prepared to concede some of their ‘would like to have's’ in favour of preserving their ‘must have's’. T... More...
By Jonathan Farrington,
London/Paris - October 19th, 2007
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Goal Setting Leverages Sales Success
”Man is a goal seeking animal. His life only has meaning if he is reaching out and striving for his goals.” Aristotle
One of the single, most important skills that a ... More...
By Jonathan Farrington,
London/Paris - October 19th, 2007
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The Power Of Testimonials
“If you become a testimonial-based seller (which I believe to be the most powerful form of sales in the world), then you can get testimonials for every element, or every step ... More...
By Jonathan Farrington,
London/Paris - October 12th, 2007
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We Must Look Inwards Before We Look Outwards
Before looking outwards at our prospects and customers we need to look at ourselves, because each of us is a unique human being with our own desires, dreams, problems and thoughts.... More...
By Jonathan Farrington,
London/Paris - October 12th, 2007
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Closing With Ease
Next to objections, closing is one of the most talked-about sales training topics among sales people and sales managers. Everyone wants to know how to close and how to speed up the... More...
By Jonathan Farrington,
London/Paris - October 12th, 2007
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The Sales Results You Create Are Based On Your Performance
Performance has many components for example; our activities and abilities are typically, where many organisations focus on. Yet beneath the surface, our beliefs about ourselves, ou... More...
By Jonathan Farrington,
London/Paris - October 4th, 2007
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The Creation Of An Objection
Before attempting to handle any type of objection, it is important to begin by looking at the beliefs that sales people are holding in their minds. If they are focusing on what obj... More...
By Jonathan Farrington,
London/Paris - October 4th, 2007
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How Important Is Motivation In Selling?
Motivation is a dynamic state that results in the desire, directional intensity and persistence of behaviour to achieve a long or short- term goal. Without motivation our sales per... More...
By Jonathan Farrington,
London/Paris - September 29th, 2007
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No Pain, No Sale.
If you are involved in prospecting then you will already know the challenges of persuading a prospect to give you the business. Ultimately, there is a four-step process involved in... More...
By Jonathan Farrington,
London/Paris - September 29th, 2007
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