Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Performance Evaluation: How big is your measuring tape?

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One of the things that generates the most problems and anecdotes has to do with the size of each measurement instrument.

You may be laughing with the subject, but in companies there are not always equal measurement standards.

Whether it is because we are human or because we have different perspectives on the different issues that permeate our daily lives, what is certain is that this situation generates many misunderstandings.

The question is:

??? Does the team knows its standards????

Do you know how it will be measured and evaluated against the function it performs?

From our experience in Executive Coaching, a theme common to some executives I am working with personally has recently emerged.

Some of them are in companies that have been integrated in international groups, where sometimes the standards of … [ Read the rest ?? ] “Performance Evaluation: How big is your measuring tape?”

The “art” of conversation, an art forgotten by those who sell?

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We usually consider that there are three goals in the art of good conversation:

The first is purely and simply, for the pleasure of expressing yourself and interacting with other people.

The second goal is connected with getting to know the person in front of us better. In sales and in any kind of business, a longer exposition to the other person is necessary in order to be able to understand, how the other person thinks, feels or reacts.

The third goal in the art of conversation is to construct credibility between the two parties in the sales process.

This is maybe one of the most important things we have to learn to become better salespeople.

If in the field of personal relationships, this is critical, in the field of … [ Read the rest ?? ] “The “art” of conversation, an art forgotten by those who sell?”

Are there any magic closing tactics on a sale?

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One of the things that is most discussed today is increasing the effectiveness of sales teams in sales closures.If you search for “closing techniques” on the internet, at www.google.com, for example, you will find pages with almost 300 or 400 closing techniques.

There is the “puppy” technique, the butterfly technique, … in short, there are techniques for all situations.

The question is whether there are in fact magic closing techniques.

Can we use one of these strategies and close a deal on the spot?

Is the client so “distracted”, to say the least, that he goes along with this?

I’m not saying there are no ways to influence the closing. In our courses we teach people the most psychological component of selling that is often forgotten in traditional sales courses.… [ Read the rest ?? ] “Are there any magic closing tactics on a sale?”