Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

What is the secret of a good salesperson?

| Author: | Estimated Reading Time: 4 minutes | Leave a Comment

I believe this is the million-dollar question, as the Americans say.

Whether for those in sales, or for those who have a company, need to sell and consequently recruit salespeople, or for those who are curious in this area, any one of us has thought about this many times.

At Results&Driven, since 2003, we have trained thousands of people, either in workshops open to the public, in tailor-made programs directly in the companies, or in events.

But why do I mention all these numbers?

It’s not to brag. Those who hire us know that our work in the training area, is specialized in sales and leadership, implies that by only doing this our responsibility is even greater.

To meet the expectations of our customers we have conducted several investigations together … [ Read the rest ?? ] “What is the secret of a good salesperson?”

Sales Training: Would you take your children out of school?

| Author: | Estimated Reading Time: 3 minutes | Leave a Comment

The other day, a decision-maker at a company asked me:

“But why should I train my salespeople every year?”

The question I posed to him by way of response was:

“Would you take your children out of school?”

Seeing that he was looking at me suspiciously, I explained.

There are two ways to lead a sales team.

One is to let go, guide things, and control their work. For example, seeing the number of proposals and meetings they make, how many deals they do, etc…

Another is to try to have a concrete plan of evolution for each person on the team to have more consistent commercial results.

“But isn’t that a lot of work?” you may be thinking.

Of course, it is, but in our opinion, it is the … [ Read the rest ?? ] “Sales Training: Would you take your children out of school?”

Are your commercials losing sales because of a lack of information?

| Author: | Estimated Reading Time: 3 minutes | Leave a Comment

Many of the business owners we work with are amazed when we ask them:

“What information sources do your salespeople use to target their prospecting?”

“Information sources?” they usually ask in fear.

Some can say “Internet” or Yellow Pages, yet most stare at us suspiciously.

What we will discuss following may be considered essential and come in every sales book, but if you ask me where salespeople fail the most?

You may have guessed it. It is precisely in the preparation component of the prospection, that is, the selection of target customers and the preparation of the approach.

We still see salespeople approaching customers with the old maxim:

“Mr. Client, I don’t want to sell you anything. It’s just to set up a meeting to get to know You and … [ Read the rest ?? ] “Are your commercials losing sales because of a lack of information?”