Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Does your company know how to skate?

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One of the things I remember with nostalgia is my childhood days, especially the ones when I learned to skate. Back then, they were still the old type of rollerskates.

Those were afternoons very well spent at the skating rink with an elderly teacher who was there on weekends to teach kids and adults.

I especially remember that the big falls did not happen at the very beginning, when we would all stroll, afraid of falling, usually clinging to the railing, until we were comfortable skating in the middle of the rink.

After this initial phase came what in my childhood days were called big “ass-kickings falls.” Or, if you want to be more polite, a few big falls.

I am writing about this subject today because, in a way, … [ Read the rest » ] “Does your company know how to skate?”

Are your customers Alphas?

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One thing that surprises people in our training is when we associate customers with the term “Alphas.” This happened yesterday during training with one of the largest suppliers to retail companies.

Many of our client’s companies have indirect sales.

For example, our products or services’ real users are not our customers.

The question that often arises is: how do we energize a reseller network?

This is one of the areas where the “alphas” and discovering who they are is essential for the comercial success of our operation.

For example, when sometimes you work on the prescription with the end customer to stimulate the demand with the distributor, you have to keep in mind who are the “alphas” in your customers.

Now, whether in a distributor or a retailer, several levels … [ Read the rest » ] “Are your customers Alphas?”

What to do when your team doesn’t win?

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One of the personal issues that cause us the most problems is the phenomenon of cyclical crises.

If you look back on your life, you will see that this situation has also happened to you.

Hence, the popular expression that “life is like an electrical switch, sometimes up, sometimes down”.

The more I live, and the more I deal with people and companies in training, the more I am convinced of the veracity of this statement.

Now, if this phenomenon happens cyclically, as fathers, mothers, husbands, wives, professionals, directors, managers, or whatever your role in life, knowing how to manage your crises is fundamental to your success.

I often ask people who attend our Leadership Workshop, “what color is your parachute?”

Managing the crises that come our way essentially relies … [ Read the rest » ] “What to do when your team doesn’t win?”