Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Do you know how to handle the price question on a sale?

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One of the issues that arise most in our sales training is precisely this: price and how to deal with it.

What to do when we are in the early stages of the sale, and the customer very abruptly questions us:
“But after all, how much does it cost?”

Sales rules tell us that we must create value in our customer’s head before we go on to close the deal.

Theoretically, that would make the price issue easier to address.

But is that true these days?

As far as we’re concerned, no!

These days our client is already well informed and tends to cut to the chase as we usually say.

This is a regular occurrence these days, most of the times because customers do it to disorient the reasoning … [ Read the rest ?? ] “Do you know how to handle the price question on a sale?”

Consultative Selling: Can you sell to an expert?

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Today I would like to focus on a topic that is usually ignored by most sellers.

With the advent of the Internet, more and more customers have information literally at their fingertips.

In the past, as the information was not available, customers were forced to request meetings with salespeople, often with no other focus than to get free training on the solutions.

Nowadays, as most of the information is available on the Internet, most clients don’t give a damn about the meetings and only call us when they need to ask for a proposal or clarify something a little more complicated.

If we place ourselves on the customer’s side, this even makes a certain sense, as it makes the process more effective and less permeable to the influence that the … [ Read the rest ?? ] “Consultative Selling: Can you sell to an expert?”

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?”