Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

When everything fails in sales, what to do?

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In sales, we often run into situations where everything around us falls apart, and nothing works.

We call customers, and they don’t answer.

We try to set up meetings, and nothing.

Our list of current proposals gets shorter and shorter.

And before long, we start looking through the job ad sections to see who is recruiting salespeople.

Only those who have never sold don’t know what a sales gap is.

Going two or three months without results is one of the worst things to happen to a salesperson.

Despair begins to set in, and often we let it get us down and make us worse and worse.

It’s easy in sales training to talk about motivation, dynamism and going for it, but only those who, like me and many others, … [ Read the rest » ] “When everything fails in sales, what to do?”

Do you know how to reach real decision-makers?

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One of the things I get asked the most in my sales training is how to gain access to “the real” decision-makers.

You’re probably thinking, but don’t I have access to the real one?

When we often work with a company to develop and present a proposal, we are “kicked” to a middle-man, with the excuse that he is the one in charge of the project.

We do all the work with him, create the project, and present the proposal; he loves our work.

His job is to present and defend our work to the real decision-maker, who has not shown up so far.

The problem is that many times we are faced with a “Yes Man” who, when he goes to present the proposal to the real decision-maker, and … [ Read the rest » ] “Do you know how to reach real decision-makers?”

Good Salesman or Bad Sales Manager?

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One of the things that sometimes scares me the most in the companies I work with is precisely this issue – when a company I work for tells me that salesperson X is going to be promoted to head of sales.

The question is not whether he will be promoted because sometimes there are plenty of proven track records, and he even deserves it; the question is whether we will lose a good salesperson and gain a bad boss.

Unfortunately, this happens in many situations to which we have access and are called to intervene to correct.

Of all the projects we have had in this area, and there have been quite a few, there is almost always a common denominator – the need for more investment in the preparation … [ Read the rest » ] “Good Salesman or Bad Sales Manager?”