Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Is your prospecting effective?

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Depending on the behavioral style of the salesperson and the area of business in question, some hate it; others love it.

I’m not so concerned about whether one likes or dislikes prospecting.

I think it’s a given in any commercial area that, one way or another, the sales process starts with contacts with potential customers that may or may not be of quality, that may or may not be interested, that may or may not have a budget.

Anyway, do you begin to see a pattern?

Of course, you do.

One of the main difficulties in prospecting is precisely related to the quality of the information that we work.

Having a “good” database of potential customers is fundamental.

The better the information we work with, the greater capacity we have … [ Read the rest » ] “Is your prospecting effective?”

Have you given yourself permission to fail?

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One of the main problems that companies face is the fear of failure.

Most people often don’t do it because they are afraid of making a mistake. If we look at the origins of this problem, we can disperse ourselves in several directions, such as the old educational system, the reward system in companies, and so on. It would be difficult to reach a serious conclusion that would gain the consensus of most people.

But after all, why is it so important not to be afraid of failure?

If you think about it, risk is not rewarded in our companies in most cases. Instead, people are penalized when they fail and often are not rewarded with equal energy when they do things well.

It always reminds me of what my … [ Read the rest » ] “Have you given yourself permission to fail?”

Does Your Company Have a Good Negotiating Position?

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One of the things that sometimes worries us about the companies we work with, even the larger ones, is the fill and leak syndrome.

You probably don’t know what we’re talking about by this name, but if we describe it to you, you’ll understand.

Any salesperson knows that to get sales, you have to make proposals. To make proposals, you have to make meetings. To make meetings, you have to make appointments. To make appointments, you have, in most cases, to make phone calls.

This is something that, in most cases, a company and its business cycle cannot escape.

The fill-and-void syndrome is that many companies mistakenly work in this kind of cycle.

When they don’t have sales, they work like crazy to get them, dedicating themselves to this purpose.… [ Read the rest » ] “Does Your Company Have a Good Negotiating Position?”