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People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Do you know where your customers are?

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One of the more controversial issues in companies is the systematization of processes related to the commercial area.

  • Customer and prospect databases
  • Sales process documentation
  • Systematization of processes
  • are a mirage for most companies.

    • Many already have it, but others are still a long way from having something in this direction.

    Since we don’t have all the time in the world, let’s look at the customers and prospects database.

    In the future, we will focus on the other two topics.

    Often the only thing in companies is a database of current customers.

    That is, those to whom we have sold in the past.

    But even this is usually incomplete, as it was created out of financial necessity and lacks commercial information that matters.

    At least not for the salespeople’s work.… [ Read the rest » ] “Do you know where your customers are?”

    Consultative Selling: Are your customers like onions?

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    One of the things that I find most confusing in sales is that we sometimes take it too lightly.

    This phenomenon often occurs when salespeople already have a lot of experience and go into what we call “Autopilot.”

    This phenomenon appears when salespeople start to feel comfortable with selling. The steps that they used to do are now ignored. This happens because they assume they already know everything there is to know and will not find anything new.

    This kind of attitude is the beginning of a transformation of a good salesperson that until now excelled, into an average salesperson who doesn’t leave his or her comfort zone.

    When we work with commercial teams in the field, we try to verify their commercial process with two objectives.

    The first is … [ Read the rest » ] “Consultative Selling: Are your customers like onions?”

    Are you waiting for a miracle to change your life?

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    Many of the people I accompany in terms of Coaching or Leadership Workshops are often waiting for a miracle to change their lives.

    It seems that we are always waiting for something.

    Otherwise, think with me:

  • The Lotto or the EuroMillions;
  • Retirement, because then we will have all the time in the world;
  • A promotion at work that never comes;
  • That fantastic idea that we’ll have one day to set up a successful business.

    • Can you see this around you every day?

    Of course, you can!

    Many of the people we contact, wait a lifetime for some divine intervention which, of course, rarely comes.

    As one of my clients said after a motivational intervention I conducted for his company for 250 people, “the only place where success comes before work … [ Read the rest » ] “Are you waiting for a miracle to change your life?”