Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

What would you like to change in your company?

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One of the questions we usually ask the business owners and managers we work with is precisely this:

“What would you like to change about your company?”

Although it sounds simple, it often provokes quite diverse reactions.

The answers can range from “everything” to more surgical issues, such as increasing sales, decreasing costs, getting paid on time, and so on…

But the answer I was given this week by a top management board of a large company was:

“Look, I don’t know. I don’t know where to start.”

The problems were so many that this person specifically didn’t know where to turn anymore. This situation comes up quite often to our team these days in the field.

With the pandemic, the decrease in consumption, the increase in fuel prices, and … [ Read the rest » ] “What would you like to change in your company?”

Is your prospecting effective?

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Depending on the behavioral style of the salesperson and the area of business in question, some hate it; others love it.

I’m not so concerned about whether one likes or dislikes prospecting.

I think it’s a given in any commercial area that, one way or another, the sales process starts with contacts with potential customers that may or may not be of quality, that may or may not be interested, that may or may not have a budget.

Anyway, do you begin to see a pattern?

Of course, you do.

One of the main difficulties in prospecting is precisely related to the quality of the information that we work.

Having a “good” database of potential customers is fundamental.

The better the information we work with, the greater capacity we have … [ Read the rest » ] “Is your prospecting effective?”

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?”