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People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Want some of our customers?

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Often, when we work on training and business coaching projects, one of the questions we ask our clients is:

“Have you ever thought about offering some of your clients?”

As you might imagine, the look of astonishment on our clients’ faces must be precisely the one you have right now.

But don’t worry, we’ve already put it into context, and it will all make sense.

In any company, there is a set of business opportunities that are not likely to be realized.

Whether it is a matter of price, solution, or other, what is certain is that generally, these are situations in which we will invest time and often we will not get any return.

You are probably thinking:

“But shouldn’t we go to all of them?”

We’ve talked about … [ Read the rest ?? ] “Want some of our customers?”

What is your value proposition?

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Do you think your customer values the benefits of your product or service?

Have you really thought about this?

Many of the companies we help in our training and business coaching processes usually present us with complex catalogs and presentations, focused on benefits or features.

Is this wrong?

Of course not.

But is it what your customers want to know?

Generally, no!

With the market saturated with commercial information about your products, services, and those of your competitors, it is difficult for them to pay attention.

Experience tells us that most customers only care about one thing:

“EUROS” / “DOLLARS” / Etc.

What he is looking for when he looks at you is only:

“How can this company help me to EARN more euros or SAVE more euros”.

Everything else … [ Read the rest ?? ] “What is your value proposition?”

How to kill a customer in three steps?

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Don’t worry, although I’m quite fond of martial arts, I’m not going to present you with any ninja moves to annihilate your customers or your competition.

Rather, let’s talk about some mistakes you make in a business process.

Let’s break this down into three distinct moments.

1st Moment

The first moment will be when we don’t know the customer yet and want to approach them to set up a meeting.

At this stage, the biggest mistakes that I often find are related to the fact that most sales people don’t do their homework.

That is, preparing the processes for approaching the potential customer.

Many times we pick up the phone and start trying to talk to the potential customer without even knowing what they do specifically, in what way, what … [ Read the rest ?? ] “How to kill a customer in three steps?”