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People, Business Strategy: Sales and Negotiation Training

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In a negotiation, do you know how to say “No” to the client?

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

The problem is how to do it without breaking the negotiation.

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

Often the negotiation focuses on price, but usually, other concessions can be negotiated, such as contractual conditions, delivery dates, product or service options, etc.

Many of our clients are excellent negotiators. And if we are not paying attention, totally focused on every detail of the negotiation, we are often “eaten.”

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

The simplest way to do this is to clarify the concession.

Instead of saying “no” right away, we should first ask questions to understand the … [ Read the rest » ] “In a negotiation, do you know how to say “No” to the client?”

Do you bite your tongue when sales objections arise?

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When we talk about sales objections, there are always two attitudes in most commercials that go through training. A few grind their teeth. Others begin to rub their hands with happiness. 

As the great Dean of Sales Brian Tracy used to say, on average, there are at least 5 to 7 sales objections in the sale. When an objection arises, it’s a sign of interest in our product or service. 

There is a saying in some countries “he who disdains wants to buy,” and in fact, it is so in most situations in the sale. 

We can always have two approaches to this: to think that customers are being annoying or understand that the business is progressing towards closure. 

Above all, remember to treat all objections as requests. In practice, … [ Read the rest » ] “Do you bite your tongue when sales objections arise?”

Coaching? For me?

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A lot has been said about coaching these days. It seems that suddenly the world woke up for the subject in the last years.

People talk about Business Coaching, NLP Coaching, Executive Coaching, Commercial Coaching, Team Coaching, Life Coaching, Food Coaching, Health Coaching, … coaching.

I think you get the idea. In other words, nobody can have a simple and practical definition that everyone agrees!

The question is: what is Executive Coaching for, after all? This is the more traditional side of coaching. Some say it’s the only coaching ttype here is. Even when we are referring to “Life Coaching,” which some people use in the market to separate coaching in the professional and personal sphere, in practice, it is coaching.

Can you separate the person from the professional?

Well, … [ Read the rest » ] “Coaching? For me?”