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To control or not to control your salespeople, that is the question!

2019-01-31 | Author: Jose Almeida | Estimated Reading Time: 2 minutes | Leave a Comment

Should you exercise control?

Often I???m asked what level of control should exist over a sales team.

There are several theories, some say that one must control everything, others say that one should not control anything or that one should have a balanced control.

Anyway, there are many theories.

The answer is not as simple as we might think.

In our opinion, control should always exist.

The level of control, however, can vary depending on different vectors.

There is a motto we often talk about with our customers that boils down to:

???What is measured happens???.

When exercising control over a sales team, there must be two main vectors that can help you put together a follow-up scheme.

The vector ???Short termed Versus Medium and Long Term???

The first has … [ Read the rest ?? ] “To control or not to control your salespeople, that is the question!”

Do you know when to stop selling?

2019-01-31 | Author: Jose Almeida | Estimated Reading Time: 2 minutes | 1 Comment

Often during role playing in our trainings or when we???re together with salespeople in the field, we come across the following problem: When should I stop selling?

There???s a point in the sale that separates a good seller from a ???boring??? one.

And learning this timing is critical to our success as a salesperson.

Overcoming this point, by continuing to sell, forcing the customer to buy, for example, creates in most cases remorse about the sale after we leave.

For us, a sale is a progression of value creation at the customer’s head that allows, if well conducted, closing the deal as a consequence and not a soulless insistence.

Not knowing this fact, many of us often have problems with our customers.

There are sales processes in which we think … [ Read the rest ?? ] “Do you know when to stop selling?”

The ???art??? of talking to each other, have salespeople forgotten it?

2019-01-31 | Author: Jose Almeida | Estimated Reading Time: 5 minutes | Leave a Comment

Normally we consider there are three goals in the art of being able to talk with each other:

The first is pure and simple, one talks for the pleasure of expressing themselves and interacting with other people.

The second goal is to get to know better the person in front of us. In sales and in any business, we need to expose ourselves longer to the other person in order to understand how the other person thinks, feels or reacts.

The third goal is to build credibility between the two parties involved in the sales process.

This is perhaps one of the most important things we need to learn in order to become better salespeople.

If this is important when we talk about personal relationships, it???s even more important when … [ Read the rest ?? ] “The ???art??? of talking to each other, have salespeople forgotten it?”