Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

How to kill a customer in three steps?

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

Don’t worry, although I’m quite fond of martial arts, I’m not going to present you with any ninja moves to annihilate your customers or your competition.

Rather, let’s talk about some mistakes you make in a business process.

Let’s break this down into three distinct moments.

1st Moment

The first moment will be when we don’t know the customer yet and want to approach them to set up a meeting.

At this stage, the biggest mistakes that I often find are related to the fact that most sales people don’t do their homework.

That is, preparing the processes for approaching the potential customer.

Many times we pick up the phone and start trying to talk to the potential customer without even knowing what they do specifically, in what way, what … [ Read the rest » ] “How to kill a customer in three steps?”

Do you bite your tongue when sales objections arise?

| Author: | Estimated Reading Time: 5 minutes | Leave a Comment

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?”

Consultative Selling: Anatomy of a Complex Sales Process?

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

Consultative selling is perhaps one of the most exciting and least explored topics in the sale.

Nowadays, selling is more and more complex.

So far, nothing new, I’m sure you’re thinking.

What used to be 2 or 3 phone calls and a meeting, today it takes months and months to reach a final decision.

It is reasonable to say, “the process is stopped,” “there is no way to decide,” and so on.

One of the main mistakes we find when working with the teams in the Training and Commercial Coaching processes, where we have the opportunity to analyze their process thoroughly, and commercial method is related to the lack of strategy.

It is common for us to keep looking at a complicated sale in the same way as a simple … [ Read the rest » ] “Consultative Selling: Anatomy of a Complex Sales Process?”