Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Certainty or uncertainty, what is the secret?

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Certainty or uncertainty! This question has been hanging in my mind for some time now.

How do salespeople, sales directors, and managers cope emotionally with the uncertainty we are experiencing in this day and age?

Many of the people I talk to in sales careers usually tell me that they don’t know where to turn these days.

No matter how hard they push, they don’t get decisions from clients and often feel that they are taking meetings to “warm up.”

But does it all have to be this way?

Let’s focus first on the issue of uncertainty.

Fifteen years ago, I was in a well-paid CEO position with all the usual perks.

From one moment to the next, the investors, who were Spanish, came in and said:

“Mira Jos?? que … [ Read the rest ?? ] “Certainty or uncertainty, what is the secret?”

What would you like to change in your company?

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One of the questions we usually ask the business owners and managers we work with is precisely this:

“What would you like to change about your company?”

Although it sounds simple, it often provokes quite diverse reactions.

The answers can range from “everything” to more surgical issues, such as increasing sales, decreasing costs, getting paid on time, and so on???

But the answer I was given this week by a top management board of a large company was:

“Look, I don’t know. I don’t know where to start.”

The problems were so many that this person specifically didn’t know where to turn anymore. This situation comes up quite often to our team these days in the field.

With the pandemic, the decrease in consumption, the increase in fuel prices, and … [ Read the rest ?? ] “What would you like to change in your company?”

Is your prospecting effective?

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Depending on the behavioral style of the salesperson and the area of business in question, some hate it; others love it.

I’m not so concerned about whether one likes or dislikes prospecting.

I think it’s a given in any commercial area that, one way or another, the sales process starts with contacts with potential customers that may or may not be of quality, that may or may not be interested, that may or may not have a budget.

Anyway, do you begin to see a pattern?

Of course, you do.

One of the main difficulties in prospecting is precisely related to the quality of the information that we work.

Having a “good” database of potential customers is fundamental.

The better the information we work with, the greater capacity we have … [ Read the rest ?? ] “Is your prospecting effective?”