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People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

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?”

Negotiation: Do you know how to say “No” to a customer?

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When we are in the final stages of a negotiation, sometimes there is a need to say “no.”

The problem is how to do it without bringing the negotiation down.

Both parties want to get the best they can out of the deal.

The negotiation often focuses on price, but many times there are other conditions that we can use, for example, contractual conditions, delivery dates, product or service options, etc.

Many of our clients are excellent negotiators, and if we are not attentive focused on all the details of the negotiation, we are often “eaten.”

Sometimes it is necessary to say no to something our customer asks.

The simplest way to do this is to “not” do it right away.

Instead of saying “no” right away, we should first … [ Read the rest ?? ] “Negotiation: Do you know how to say “No” to a customer?”

Do you know where your customers are?

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One of the more controversial issues in companies is the systematization of processes related to the commercial area.

  • Customer and prospect databases
  • Sales process documentation
  • Systematization of processes
  • are a mirage for most companies.

    • Many already have it, but others are still a long way from having something in this direction.

    Since we don’t have all the time in the world, let’s look at the customers and prospects database.

    In the future, we will focus on the other two topics.

    Often the only thing in companies is a database of current customers.

    That is, those to whom we have sold in the past.

    But even this is usually incomplete, as it was created out of financial necessity and lacks commercial information that matters.

    At least not for the salespeople’s work.… [ Read the rest ?? ] “Do you know where your customers are?”