Results Driven

People, Business Strategy: Sales and Negotiation Training

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Are you making these mistakes in sales?

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Mistakes in sales?

One of the things I still find strange after so many years of working with companies to improve their business results is the waste of commercial opportunities that most companies make.

“Waste?” you are probably thinking.

Yes, waste.

We know that we have two ways to generate business opportunities in the basics of commercial activity.

Either we come to our customers.

Or they come to us.

Going to them or coming to us can happen through various strategies: commercial prospection work, marketing, advertisements, partnerships, or any other permissible and legal form.

In most cases, the companies we have worked with even have some strategies in place.

Be it having a commercial team that contacts customers and tries to open doors to validate possible opportunities, whether running ads … [ Read the rest » ] “Are you making these mistakes in sales?”

Is it enough?

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I recently watched the news about the eurozone and the rise in inflation, and a question surfaced.

Is it enough?

If we think so, many companies, entrepreneurs, and professionals probably think so too.

The question I ask is:
“What impact does all this have on our companies?”

Not the financial or sales-decreasing impact, which that one is clear, but the psychological impact of inaction.

Ask yourself the following question:
“Am I putting off investment decisions, campaigns, training, and strategies because of all this indecision?”

If your answer is yes, it’s worth thinking about what impact this will have on your business in 2023.

Much of what you will reap in the 1st half of 2023 is sown precisely at this time of year.

It is normal to reinforce campaigns, customer … [ Read the rest » ] “Is it enough?”

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?”