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People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Do you know when you should stop selling?

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Often, in the sales role plays that we do in the training or in the coaching we with salesmen in the field, we come across the following problem: When should I stop selling?

There is a point in the sale that separates a good salesman from a “boring” one.

And learning that timing is fundamental to the success of us as a salesperson.

Overcoming this point by continuing to sell, for example, by forcing the customer to buy, generates, in most cases, remorse in the sale after we leave.

For us, a sale is a progression of value creation in the head of the customer that allows, if well conducted, that the closing is a consequence and not a soulless insistence.

Because we are unaware of this fact, many of … [ Read the rest » ] “Do you know when you should stop selling?”

The “art” of conversation, an art forgotten by those who sell?

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We usually consider that there are three goals in the art of good conversation:

The first is purely and simply, for the pleasure of expressing yourself and interacting with other people.

The second goal is connected with getting to know the person in front of us better. In sales and in any kind of business, a longer exposition to the other person is necessary in order to be able to understand, how the other person thinks, feels or reacts.

The third goal in the art of conversation is to construct credibility between the two parties in the sales process.

This is maybe one of the most important things we have to learn to become better salespeople.

If in the field of personal relationships, this is critical, in the field of … [ Read the rest » ] “The “art” of conversation, an art forgotten by those who sell?”

Are there any magic closing tactics on a sale?

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One of the things that is most discussed today is increasing the effectiveness of sales teams in sales closures.If you search for “closing techniques” on the internet, at www.google.com, for example, you will find pages with almost 300 or 400 closing techniques.

There is the “puppy” technique, the butterfly technique, … in short, there are techniques for all situations.

The question is whether there are in fact magic closing techniques.

Can we use one of these strategies and close a deal on the spot?

Is the client so “distracted”, to say the least, that he goes along with this?

I’m not saying there are no ways to influence the closing. In our courses we teach people the most psychological component of selling that is often forgotten in traditional sales courses.… [ Read the rest » ] “Are there any magic closing tactics on a sale?”