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People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

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?”

Do you bite your tongue when sales objections arise?

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When we talk about sales objections, there are always two attitudes in most commercials that go through training. A few grind their teeth. Others begin to rub their hands with happiness.??

As the great Dean of Sales Brian Tracy used to say, on average, there are at least 5 to 7 sales objections in the sale. When an objection arises, it’s a sign of interest in our product or service.??

There is a saying in some countries “he who disdains wants to buy,” and in fact, it is so in most situations in the sale. 

We can always have two approaches to this: to think that customers are being annoying or understand that the business is progressing towards closure. 

Above all, remember to treat all objections as requests. In practice, … [ Read the rest ?? ] “Do you bite your tongue when sales objections arise?”