Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Can you close your deals at the first try?

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One of the things that affect us the most is the state of mind that sometimes is not the best to face the situations or problems we have when selling.

Sometimes we get stuck at a certain point and cannot change our attitude towards something, thus leading the situation to a potential problem.

We seem to get stuck on a line of reasoning and can’t get out of it.

The problem is that without mental flexibility, we are often limited to failure.

To get around these types of situations, I often use a few principles that have helped me throughout my life as a salesperson and beyond when I have trouble selling or need greater mental flexibility.

Principle #1:

The best thing about the past is that it’s behind us!… [ Read the rest » ] “Can you close your deals at the first try?”

Want some of our customers?

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Often, when we work on training and business coaching projects, one of the questions we ask our clients is:

“Have you ever thought about offering some of your clients?”

As you might imagine, the look of astonishment on our clients’ faces must be precisely the one you have right now.

But don’t worry, we’ve already put it into context, and it will all make sense.

In any company, there is a set of business opportunities that are not likely to be realized.

Whether it is a matter of price, solution, or other, what is certain is that generally, these are situations in which we will invest time and often we will not get any return.

You are probably thinking:

“But shouldn’t we go to all of them?”

We’ve talked about … [ Read the rest » ] “Want some of our customers?”

What is your value proposition?

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Do you think your customer values the benefits of your product or service?

Have you really thought about this?

Many of the companies we help in our training and business coaching processes usually present us with complex catalogs and presentations, focused on benefits or features.

Is this wrong?

Of course not.

But is it what your customers want to know?

Generally, no!

With the market saturated with commercial information about your products, services, and those of your competitors, it is difficult for them to pay attention.

Experience tells us that most customers only care about one thing:

“EUROS” / “DOLLARS” / Etc.

What he is looking for when he looks at you is only:

“How can this company help me to EARN more euros or SAVE more euros”.

Everything else … [ Read the rest » ] “What is your value proposition?”