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What’s a good negotiator to you?

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When you think of a good negotiator, who usually comes to mind?

Someone who yells, who punches the table, who is very tough to negotiate, who does not open a smile or show emotion?

This is often the image we have of a good negotiator, often completely out of reality.

I have had the pleasure, over my years as a commercial, of working side by side with some of the best negotiators I have met.

Some have been mentors in my development as a commercial, others simply colleagues that I have followed occasionally.

Those that remain in my memory until now had the following characteristics that I give as an example of good negotiators:

  • Friendly, soft tone of voice
  • Calm and positive attitude
  • Focus on the relationship and not just the sale
    • … [ Read the rest » ] “What’s a good negotiator to you?”

    Prospecting: Do you think a simple phone call is enough?

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

    With sales getting more and more complex, I am amazed how some of the salespeople we work with still complain that they can’t get to the decision makers the first time around.

    This issue is almost unreal.

    These days, in order to be successful in terms of commercial prospecting, it often takes 3, 4 or more phone calls to get to our customers.

    It is normal for commercials to say that they are immediately barred when they try to schedule a meeting with a decision maker.

    The problem here is that the telephonists and assistants are now trained to “sniff” commercials.

    If on the other side they think there is a commercial, they immediately try to find out more and if the person starts to waver, then they really bar … [ Read the rest » ] “Prospecting: Do you think a simple phone call is enough?”

    Time Management: Have you eaten your frog today?

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

    When we talk about time management, one of the personalities I most admire is the Lord, and I say Lord in large print, “Brian Tracy”. Not only in time management, but also in the Art of Selling.

    In my opinion, it is incredible how some of the things he wrote about sales, leadership, time management, among others, a few years ago are still so current.

    One of the things I remember, and which he often mentioned, was that we should eat a frog every morning.

    Don’t shiver already thinking about the frog and the swallowing.

    Obviously, it’s figurative.

    But the idea is that if we do a task that is somewhat boring and boring first thing in the morning, the rest of the day will go much better for us, … [ Read the rest » ] “Time Management: Have you eaten your frog today?”