Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Do you actually “see” what happens in the sale?

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Those who know me more closely know that I am passionate about the psychological aspects of selling.

“What’s that?” you might think. But, it’s about the little aspects we often overlook that can make a difference in your day-to-day life as a salesperson.

This category includes, for example, subjects such as “Body Language,” “Empathy/Rapport”, and “Influence,” among others.

These are aspects that many salespeople tend to be unaware of because they often give priority to more traditional sales knowledge, such as Conducting Meetings, Negotiating, and Closing Deals, among others.

Not that some are more or less important than others. That is different from this article’s theme. When I work with the salespeople and sales directors of my client companies, I notice that these are the aspects that are least often … [ Read the rest » ] “Do you actually “see” what happens in the sale?”

Is your Leadership FIRE-proof?

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Today I decided to talk a little bit about leadership, perhaps because I was with management and key decision-makers working on this topic at one of our clients yesterday.

This client of ours (like many other companies) is going through perhaps the most significant change in their business. About three months ago they experienced a decrease in their sales of about 30%.

As you can imagine, the changes that will have to be made will rock the boat in a very powerful way.

They hired us to talk about leadership in times of change and how to support and motivate the structures to move all in the same direction.

I must confess that all this made me think.

Thinking about the situation of most companies in the world and the … [ Read the rest » ] “Is your Leadership FIRE-proof?”

Do you know when to go to the game in a negotiation?

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The negotiation game has a lot going for it. Any salesperson who deals with an organized purchasing department will tell you horror stories about their negotiations.

The tactics can range from simple tricks to win us a few more euros to complex, well-organized strategies involving several elements of the customer’s company.

Sometimes we want to stand up and tell the customer to go to hell because of the posture he often demonstrates when negotiating.

I want to focus today on one of the most demeaning negotiation techniques I know.

I say demeaning because many times, the customer using these tactics forgets that he will lose the whole relational and trust component with the salesperson.

If you think that we often work with a client for several years, you can imagine … [ Read the rest » ] “Do you know when to go to the game in a negotiation?”