Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

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?”

Does your sales team need reading glasses?

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Sales team?

Don’t be alarmed that this is not an advertisement for glasses or contact lenses.

However, this question can make people talk if we link it to the activity of your sales team.

One of the things we are most passionate about internally at Results Driven is the subject of coaching.

Not the ???Life Coaching??? side that is so fashionable, but the more business side of ???Executive Coaching??? and ???Coaching of sales Teams,??? in which we have been giving letters for years and in which we were pioneers in Portugal.

You may think:

???But isn’t that a fad????

Yes, indeed, it seems so when we look at everything that is going on around us. However, all fads have good and bad things.

In the case of coaching sales teams, … [ Read the rest ?? ] “Does your sales team need reading glasses?”

Do your sales have a budget?

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Those who know me know that I don’t play very well with politics.

Not because of party issues but because I consider that in most cases, it is not in the hands of the ordinary citizen to do something for things to improve on a national level.

Unless we are in election season, when in fact, there is a potential to contribute to one or another alternative that seems more acceptable or more credible.

I do know, to borrow Kennedy’s now famous words, that what we can do is in our own hands, and we often ignore it or pass it by without intervening.

The question, “Do your sales have a budget?” has a robust rationale.

Many of the companies with which we have been in contact recently, and there … [ Read the rest ?? ] “Do your sales have a budget?”