Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Does your company's leadership ask for feedback?

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Feedback?

Yes, feedback!

I know that most leaders don’t like this process, but if you don’t have feedback from the people in your team, how do you know if you are leading your team well or badly?

Many people forget that we are not dealing with machines.

If it were a machine, it would be simple to measure effectiveness. It would be enough to analyze the output produced by it. In the case of human beings, the process is a little more complex. We may even have some performance indicators, but if these performance indicators don’t take these factors into account, we may be walking a long way into an abyss from which we can hardly get out.

In a recent study on world leadership, an interesting conclusion was reached. … [ Read the rest » ] “Does your company's leadership ask for feedback?”

Does my sales team need spectacles?

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Spectacles? Um…

Do not be alarmed that it is not an advertisement for the purchase of spectacles or contact lenses.

However, this issue has to be addressed if we link it to your sales team’s activity.

One of the things that we most love internally in Ideas and Challenges is the theme of coaching.

Not the “Life Coaching” aspect that is so fashionable, but the more entrepreneurial aspect of “Executive Coaching” and “Sales Team Coaching” in which we have been giving letters for years and in which we were pioneers in Portugal.

You might think:

“But isn’t that a fad?”

Yeah, it does look that way when you look at everything that’s going on around you. However, all fashions have good and bad things.

In the case of sales coaching, … [ Read the rest » ] “Does my sales team need spectacles?”

How to manage sales objections!

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When we talk about objections, there are always two attitudes in most commercials who go through training. Some grind their teeth. Others start rubbing their hands happily.

It was the great sales dean Brian Tracy that normally on a sale has at least 5 to 7 objections. Moreover, when that happens, it’s a sign that we’ve reached a stage of interest in our product or service.

The saying that “he who disdains wants to buy” was already there, and in fact, this is the case in most sales situations. We can always have two approaches to this stage: to think that customers are boring or to rub their hands with joy, as we know that the business is progressing towards closure with every objection that is exposed by the customer … [ Read the rest » ] “How to manage sales objections!”