Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

The “art” of conversation, an art forgotten by those who sell?

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We usually consider that there are three goals in the art of good conversation:

The first is purely and simply, for the pleasure of expressing yourself and interacting with other people.

The second goal is connected with getting to know the person in front of us better. In sales and in any kind of business, a longer exposition to the other person is necessary in order to be able to understand, how the other person thinks, feels or reacts.

The third goal in the art of conversation is to construct credibility between the two parties in the sales process.

This is maybe one of the most important things we have to learn to become better salespeople.

If in the field of personal relationships, this is critical, in the field of … [ Read the rest » ] “The “art” of conversation, an art forgotten by those who sell?”

Are there any magic closing tactics on a sale?

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One of the things that is most discussed today is increasing the effectiveness of sales teams in sales closures.If you search for “closing techniques” on the internet, at www.google.com, for example, you will find pages with almost 300 or 400 closing techniques.

There is the “puppy” technique, the butterfly technique, … in short, there are techniques for all situations.

The question is whether there are in fact magic closing techniques.

Can we use one of these strategies and close a deal on the spot?

Is the client so “distracted”, to say the least, that he goes along with this?

I’m not saying there are no ways to influence the closing. In our courses we teach people the most psychological component of selling that is often forgotten in traditional sales courses.… [ Read the rest » ] “Are there any magic closing tactics on a sale?”

Are your customers in layers?

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From a culinary point of view, we are thinking of layers of fresh pasta in lasagna, layers of biscuits and butter in a biscuit cake, layers of puff pastry where you can’t miss an excellent filling. It doesn’t matter what the initial or final layer is, as they are all equally important and identical. But customer layers? How to visualize these layers of fantastic customers that we all have in companies? And what do these layers mean?

I bet not all customers are the same. Although all are important and fundamental to the survival of each company, we can say that the top layer is often unique.

So, the layers of customer classifications will be different depending on billing and billing potential in the near future, in which case we … [ Read the rest » ] “Are your customers in layers?”