Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Consultative Selling: Can you sell to an expert?

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Today I would like to focus on a topic that is usually ignored by most sellers.

With the advent of the Internet, more and more customers have information literally at their fingertips.

In the past, as the information was not available, customers were forced to request meetings with salespeople, often with no other focus than to get free training on the solutions.

Nowadays, as most of the information is available on the Internet, most clients don’t give a damn about the meetings and only call us when they need to ask for a proposal or clarify something a little more complicated.

If we place ourselves on the customer’s side, this even makes a certain sense, as it makes the process more effective and less permeable to the influence that the … [ Read the rest » ] “Consultative Selling: Can you sell to an expert?”

Do you know when you should stop selling?

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Often, in the sales role plays that we do in the training or in the coaching we with salesmen in the field, we come across the following problem: When should I stop selling?

There is a point in the sale that separates a good salesman from a “boring” one.

And learning that timing is fundamental to the success of us as a salesperson.

Overcoming this point by continuing to sell, for example, by forcing the customer to buy, generates, in most cases, remorse in the sale after we leave.

For us, a sale is a progression of value creation in the head of the customer that allows, if well conducted, that the closing is a consequence and not a soulless insistence.

Because we are unaware of this fact, many of … [ Read the rest » ] “Do you know when you should stop selling?”

Performance Evaluation: How big is your measuring tape?

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One of the things that generates the most problems and anecdotes has to do with the size of each measurement instrument.

You may be laughing with the subject, but in companies there are not always equal measurement standards.

Whether it is because we are human or because we have different perspectives on the different issues that permeate our daily lives, what is certain is that this situation generates many misunderstandings.

The question is:

“ Does the team knows its standards?”

Do you know how it will be measured and evaluated against the function it performs?

From our experience in Executive Coaching, a theme common to some executives I am working with personally has recently emerged.

Some of them are in companies that have been integrated in international groups, where sometimes the standards of … [ Read the rest » ] “Performance Evaluation: How big is your measuring tape?”