“The bottom line in business is about putting points on the scoreboard, making a profit, obtaining a return on investment. Sometimes people shy away from talking about money, perhaps because decades ago families were brought up with the belief that it was impolite to discuss religion, politics, sex and money! Times have changed – if you don’t ask, you don’t get. If you don’t talk about it, no-one will know you want it.” Jenny Handley, co-author of Raise your Game.
Negotiation skills are acquired skills, necessary whether asking for an increase, securing a contract or securing finance to start a business. In the insurance industry the emphasis is on selling security to clients, giving them peace of mind – selling a service that keeps them coming back for more.