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People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Is it enough?

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I recently watched the news about the eurozone and the rise in inflation, and a question surfaced.

Is it enough?

If we think so, many companies, entrepreneurs, and professionals probably think so too.

The question I ask is:
“What impact does all this have on our companies?”

Not the financial or sales-decreasing impact, which that one is clear, but the psychological impact of inaction.

Ask yourself the following question:
“Am I putting off investment decisions, campaigns, training, and strategies because of all this indecision?”

If your answer is yes, it’s worth thinking about what impact this will have on your business in 2023.

Much of what you will reap in the 1st half of 2023 is sown precisely at this time of year.

It is normal to reinforce campaigns, customer … [ Read the rest » ] “Is it enough?”

Do you actually “see” what happens in the sale?

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Those who know me more closely know that I am passionate about the psychological aspects of selling.

“What’s that?” you might think. But, it’s about the little aspects we often overlook that can make a difference in your day-to-day life as a salesperson.

This category includes, for example, subjects such as “Body Language,” “Empathy/Rapport”, and “Influence,” among others.

These are aspects that many salespeople tend to be unaware of because they often give priority to more traditional sales knowledge, such as Conducting Meetings, Negotiating, and Closing Deals, among others.

Not that some are more or less important than others. That is different from this article’s theme. When I work with the salespeople and sales directors of my client companies, I notice that these are the aspects that are least often … [ Read the rest » ] “Do you actually “see” what happens in the sale?”

Do you know when to go to the game in a negotiation?

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The negotiation game has a lot going for it. Any salesperson who deals with an organized purchasing department will tell you horror stories about their negotiations.

The tactics can range from simple tricks to win us a few more euros to complex, well-organized strategies involving several elements of the customer’s company.

Sometimes we want to stand up and tell the customer to go to hell because of the posture he often demonstrates when negotiating.

I want to focus today on one of the most demeaning negotiation techniques I know.

I say demeaning because many times, the customer using these tactics forgets that he will lose the whole relational and trust component with the salesperson.

If you think that we often work with a client for several years, you can imagine … [ Read the rest » ] “Do you know when to go to the game in a negotiation?”