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People, Business Strategy: Sales and Negotiation Training

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Consultative selling: do you know how to increase your clients’ pain?

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Now you must be thinking, this time you’ve gone crazy!

It might look that way.

But what do “pains” have to do with sales anyway?

It’s a technique that makes it possible to determine where our client’s “pains” are and use them in the sales process.

By pain, we mean all the problems, difficulties, or needs that the client has and that we as “doctors” can solve.

in sales, there are two specific approaches:

  • To solve a real need;
  • Create it.

    • Let’s look at the first option in this article.

    In case we are working with needs or problems that the client has, two situations can arise.

    The client has a problem or necessity identified or does not even know that he has a problem (which often happens).

    It may … [ Read the rest » ] “Consultative selling: do you know how to increase your clients’ pain?”

    Do you know how to handle the price question on a sale?

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    One of the issues that arise most in our sales training is precisely this: price and how to deal with it.

    What to do when we are in the early stages of the sale, and the customer very abruptly questions us:
    “But after all, how much does it cost?”

    Sales rules tell us that we must create value in our customer’s head before we go on to close the deal.

    Theoretically, that would make the price issue easier to address.

    But is that true these days?

    As far as we’re concerned, no!

    These days our client is already well informed and tends to cut to the chase as we usually say.

    This is a regular occurrence these days, most of the times because customers do it to disorient the reasoning … [ Read the rest » ] “Do you know how to handle the price question on a sale?”

    Consultative Selling: Can you sell to an expert?

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    Today I would like to focus on a topic that is usually ignored by most sellers.

    With the advent of the Internet, more and more customers have information literally at their fingertips.

    In the past, as the information was not available, customers were forced to request meetings with salespeople, often with no other focus than to get free training on the solutions.

    Nowadays, as most of the information is available on the Internet, most clients don’t give a damn about the meetings and only call us when they need to ask for a proposal or clarify something a little more complicated.

    If we place ourselves on the customer’s side, this even makes a certain sense, as it makes the process more effective and less permeable to the influence that the … [ Read the rest » ] “Consultative Selling: Can you sell to an expert?”