Since 1974, we've been studying behaviour in sales situations in real commercial settings. We've observed and analysed these interactions in over 33 countries, isolating and documenting those behaviours that lead to exceptional performance.

From highly complex major sales to face-to-face selling and negotiating, we continually reappraise how to achieve sales success. No one knows more about the traits of successful sellers than Huthwaite.

We've used this vast knowledge and experience to fuel the Huthwaite Approach, a field-researched, field-validated and field-proven method of changing behaviour in order to improve the sales performance of businesses.

We never stop learning, so neither do you. As the sales and negotiation landscape changes we continually update and develop our best practice methodologies to help our clients succeed. Recent global studies have looked at how successful organisations are dealing with both reverse auctions and external procurement consultants. Another global scale project identified how Fortune 500 companies are making negotiation an institutional capability. Please review our research library and current research projects section for more information.