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People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Do you know the sales tactic of the fox?

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You almost caught it!

Many times, at the end of the business year, we are deluded by a series of deals in our portfolio.

Businesses that are usually quite “appetizing.”

As the end of the quarter approaches, the salespeople start to get more nervous, the deals do not materialize, some are delayed to the next quarter, and as you can imagine, the goals are not achieved.

The question is: why does this happen?

We can make a thousand and one excuses:

  • That it is a consequence of the pandemic and the war
  • That the client delayed the process due to other projects
  • That it was your favorite club that lost

    • In short, there will undoubtedly be no shortage of excuses.

    But does this really need excuses?

    In our view, no.… [ Read the rest » ] “Do you know the sales tactic of the fox?”

    Would you like to receive a distasteful salesman?

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    In fact, who wouldn’t like it?

    One of those boring, really dull, pushing, and annoying.

    The kind who don’t prepare for the meetings. Who don’t even bother to visit the company’s website?

    Or who parachute into meetings with customers and ask:

    “By the way, what does Your company do?”.

    It makes you want to answer:

    “It doesn’t do anything. We buy everything already done!”.

    Those who luckily got a meeting with a very important client (you were probably distracted) and threw it all away by thinking:

    “Well, let’s go there with our chests open, and we’ll see what to do!”.

    Funny how this attitude still exists in sales today.

    You would think that with so much access to the meeting, they would take the trouble to prepare minimally for the … [ Read the rest » ] “Would you like to receive a distasteful salesman?”

    What happens when everything in life has a barcode?

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    What happens when everything in life has a barcode?

    The other morning, while I was waiting to be interviewed on a local TV channel news about motivation and performance, my eyes fell on a plant in front of me.

    The plant itself was nothing special. It was a bit shabby and dusty, but what caught my attention was the fact that the pot had a barcode on it.

    I found myself commenting in a low voice, “Geez, even the plants obey the standard and are cataloged!”

    All this made me think about the companies we have been working with and the companies that daily use us to motivate their teams, that we help their leaders to lead better, increase their sales, decrease their costs, or…

    But they rarely tell us … [ Read the rest » ] “What happens when everything in life has a barcode?”