Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

The “art” of talking to each other, have salespeople forgotten it?

| Author: | Estimated Reading Time: 5 minutes | Leave a Comment

Normally we consider there are three goals in the art of being able to talk with each other:

The first is pure and simple, one talks for the pleasure of expressing themselves and interacting with other people.

The second goal is to get to know better the person in front of us. In sales and in any business, we need to expose ourselves longer to the other person in order to understand how the other person thinks, feels or reacts.

The third goal is to build credibility between the two parties involved in the sales process.

This is perhaps one of the most important things we need to learn in order to become better salespeople.

If this is important when we talk about personal relationships, it’s even more important when … [ Read the rest » ] “The “art” of talking to each other, have salespeople forgotten it?”

Anatomy of a complex sale?

| Author: | Estimated Reading Time: 3 minutes | Leave a Comment

Complex Sale?

Nowadays, selling is becoming more and more complex.

“So far there’s nothing new about that”, that’s what you’re probably thinking.

What used to be done with two or three phone calls and one meeting takes now months and months until a final decision is reached.

It’s normal to say: “the process is stuck”, “there’s no way they’ll decide about this”, and so on.

One of the main mistakes we find when working with the teams in Training and Business Coaching processes, where we have the opportunity to deeply analyse their process and business method, has to do with the lack of strategy.

It is commonplace that we continue to look at a complex sale in the same way as we look at a simple sale.

A complex sale … [ Read the rest » ] “Anatomy of a complex sale?”

Networking: Are you able to sell yourself in 30 seconds?

| Author: | Estimated Reading Time: 2 minutes | Leave a Comment

”Networking? In 30 seconds?”, that’s what you’re probably thinking.

Yes, in 30 seconds…

I’ll explain it to you! Every day we come across situations where we can establish contact with people who may eventually generate business or serve as a bridge to business generation.

What happens often is that either we don’t pay attention to them or we’re not even slightly prepared.

One of the exercises we do frequently in our events, whether training events, congresses or free half day workshops, is precisely to promote networking between participants during the events.

As I have done this for many years now sometimes as I go around participants, I observe behaviours that repeat event after event.

For example, some stand in the corner and pray that no one comes close. Not that … [ Read the rest » ] “Networking: Are you able to sell yourself in 30 seconds?”