Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Do you know when to stop selling?

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Often during role playing in our trainings or when we’re together with salespeople in the field, we come across the following problem: When should I stop selling?

There’s a point in the sale that separates a good seller from a “boring” one.

And learning this timing is critical to our success as a salesperson.

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

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

Not knowing this fact, many of us often have problems with our customers.

There are sales processes in which we think … [ Read the rest » ] “Do you know when to stop selling?”

Do you find it hard to get your message across?

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Following the articles we have published in the past on Rapport, we are now looking at how people communicate and the different ways they communicate their message.

We already know that we are all different in terms of acting and that this sometimes brings us some problems when interacting with our customers who have a completely different style.

We have also seen the importance of adapting to the way others work to achieve a greater level of empathy.

Now I would like you to focus on the communication styles that each of us have.

How do you usually like to be presented the information you need?

In a more visual way?

With images, graphics or other visuals?

In a more auditory way?

Do you like it when someone explains to … [ Read the rest » ] “Do you find it hard to get your message across?”

Do you know what the 3 deadly sins of sales are?

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I am often asked in my workshops what mistakes we should avoid, or rather… what the deadly sins of sales are.

As we can’t speak about all of them here, this week we have decided to introduce you to what we think are the top 3 mistakes a salesperson should avoid.

Therefore, without order of preference:

– They can’t listen

For us this is one of the biggest problems in sales nowadays.

Most of the salespeople we encounter just can’t listen.

They think that selling is basically dumping a customer-based set of information, commonly referred to as benefits.

Nothing could be more wrong, the best sellers we know are those who use the 3-thirds rule.

That is, listen 2 thirds of the time and talk only 1 third of the … [ Read the rest » ] “Do you know what the 3 deadly sins of sales are?”