Results Driven

People, Business Strategy: Sales and Negotiation Training

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Does Your Company Have a Good Negotiating Position?

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One of the things that sometimes worries us about the companies we work with, even the larger ones, is the fill and leak syndrome.

You probably don’t know what we’re talking about by this name, but if we describe it to you, you’ll understand.

Any salesperson knows that to get sales, you have to make proposals. To make proposals, you have to make meetings. To make meetings, you have to make appointments. To make appointments, you have, in most cases, to make phone calls.

This is something that, in most cases, a company and its business cycle cannot escape.

The fill-and-void syndrome is that many companies mistakenly work in this kind of cycle.

When they don’t have sales, they work like crazy to get them, dedicating themselves to this purpose.… [ Read the rest » ] “Does Your Company Have a Good Negotiating Position?”

Do you want to motivate your commercial team?

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In this day and age, who doesn’t?

Nowadays, one of the things we are most asked for in tailored training programs in the commercial area is precisely this question.
“How to motivate our clients’ teams.”

But after all, how do we achieve permanent states of motivation or at least ones that last longer than usual?

It’s straightforward to make a motivational speech, put your teams at the top of their game, and make them go one or two “happier” days.

The hard part is giving the salespeople what they need to be more motivated and can overcome the challenges day by day.

I often joke with the teams I work with about the Bell issue.

It’s like in some companies, when a goal is achieved, be it a sale or … [ Read the rest » ] “Do you want to motivate your commercial team?”

Negotiation: Do you know how to say “No” to a customer?

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When we are in the final stages of a negotiation, sometimes there is a need to say “no.”

The problem is how to do it without bringing the negotiation down.

Both parties want to get the best they can out of the deal.

The negotiation often focuses on price, but many times there are other conditions that we can use, for example, contractual conditions, delivery dates, product or service options, etc.

Many of our clients are excellent negotiators, and if we are not attentive focused on all the details of the negotiation, we are often “eaten.”

Sometimes it is necessary to say no to something our customer asks.

The simplest way to do this is to “not” do it right away.

Instead of saying “no” right away, we should first … [ Read the rest » ] “Negotiation: Do you know how to say “No” to a customer?”