Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Consultative Selling: Are your customers like onions?

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One of the things that I find most confusing in sales is that we sometimes take it too lightly.

This phenomenon often occurs when salespeople already have a lot of experience and go into what we call “Autopilot.”

This phenomenon appears when salespeople start to feel comfortable with selling. The steps that they used to do are now ignored. This happens because they assume they already know everything there is to know and will not find anything new.

This kind of attitude is the beginning of a transformation of a good salesperson that until now excelled, into an average salesperson who doesn’t leave his or her comfort zone.

When we work with commercial teams in the field, we try to verify their commercial process with two objectives.

The first is … [ Read the rest ?? ] “Consultative Selling: Are your customers like onions?”

Has COVID-19 changed the way we do Sales Training?

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The COVID-19 virus and its devastating effects on society have changed how we view many things, including our approach to sales training.

Many corporations that once offered comprehensive in-house training programs now provide only a minimal level of basic instruction for new hires.

Additionally, companies are asking their employees to take responsibility for educating themselves with online courses and videos. This is not an ideal situation because it leaves many individuals unprepared for the challenges they will face as a result of the pandemic.

As the world continues to change, so does sales training.

The importance of it has changed as well. In this time of uncertainty and distrust, businesses need to be cautious when investing in new marketing strategies that may not work. It is important for companies to … [ Read the rest ?? ] “Has COVID-19 changed the way we do Sales Training?”

Sales and forests, do you know what is the connection?

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It is very fashionable these days to say:

“See the forest instead of seeing the tree.”

Although it has become a clich??, the principle behind this expression is still entirely accurate.

One of the biggest problems we face every week with the company salespeople is precisely this.
The fact that the salesperson often only looks at his navel or the navel of his company.

It is usual for him to say: “I don’t understand my customers” or “I don’t understand this problem.”

First of all, we have to thin out the sea of arguments and preconceived ideas that arise.

After this process, we often see that the only reason the salesperson doesn’t better understand what’s going on is simply that they look at the situation from the perspective:

“What’s in … [ Read the rest ?? ] “Sales and forests, do you know what is the connection?”