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People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Are your customers in layers?

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From a culinary point of view, we are thinking of layers of fresh pasta in lasagna, layers of biscuits and butter in a biscuit cake, layers of puff pastry where you can’t miss an excellent filling. It doesn’t matter what the initial or final layer is, as they are all equally important and identical. But customer layers? How to visualize these layers of fantastic customers that we all have in companies? And what do these layers mean?

I bet not all customers are the same. Although all are important and fundamental to the survival of each company, we can say that the top layer is often unique.

So, the layers of customer classifications will be different depending on billing and billing potential in the near future, in which case we … [ Read the rest » ] “Are your customers in layers?”

Do your sales have a machine that does… PING?

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For those who love Monty Python (I know there are worse “tastes”…), one of his most emblematic films after “Life of Brian’s” is certainly “The meaning of life”.

For those who know the film, there’s a scene that’s set in an operating room that gives the theme to this article.

If you don’t know it, you can watch the scene on this video:

In this scene, while a birth is taking place, a visit is made by the hospital administrator and in a completely “nonsense” way they stop everything to show all the machines to the administrator. And when he asks what the purpose of that machine is, they say that it is the ping machine!

You might think, but what the hell does this have to do with sales?

Usually in the business cycle the following happens:

We hand in a … [ Read the rest » ] “Do your sales have a machine that does… PING?”

Prospecting: Do you think a simple phone call is enough?

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With sales getting more and more complex, I am amazed how some of the salespeople we work with still complain that they can’t get to the decision makers the first time around.

This issue is almost unreal.

These days, in order to be successful in terms of commercial prospecting, it often takes 3, 4 or more phone calls to get to our customers.

It is normal for commercials to say that they are immediately barred when they try to schedule a meeting with a decision maker.

The problem here is that the telephonists and assistants are now trained to “sniff” commercials.

If on the other side they think there is a commercial, they immediately try to find out more and if the person starts to waver, then they really bar … [ Read the rest » ] “Prospecting: Do you think a simple phone call is enough?”