Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Coaching? For me?

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A lot has been said about coaching these days. It seems that suddenly the world woke up for the subject in the last years.

People talk about Business Coaching, NLP Coaching, Executive Coaching, Commercial Coaching, Team Coaching, Life Coaching, Food Coaching, Health Coaching, ??? coaching.

I think you get the idea. In other words, nobody can have a simple and practical definition that everyone agrees!

The question is: what is Executive Coaching for, after all? This is the more traditional side of coaching. Some say it’s the only coaching ttype here is. Even when we are referring to “Life Coaching,” which some people use in the market to separate coaching in the professional and personal sphere, in practice, it is coaching.

Can you separate the person from the professional?

Well, … [ Read the rest ?? ] “Coaching? For me?”

Consultative Selling: Anatomy of a Complex Sales Process?

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Consultative selling is perhaps one of the most exciting and least explored topics in the sale.

Nowadays, selling is more and more complex.

So far, nothing new, I’m sure you’re thinking.

What used to be 2 or 3 phone calls and a meeting, today it takes months and months to reach a final decision.

It is reasonable to say, “the process is stopped,” “there is no way to decide,” and so on.

One of the main mistakes we find when working with the teams in the Training and Commercial Coaching processes, where we have the opportunity to analyze their process thoroughly, and commercial method is related to the lack of strategy.

It is common for us to keep looking at a complicated sale in the same way as a simple … [ Read the rest ?? ] “Consultative Selling: Anatomy of a Complex Sales Process?”

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?”