Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Consultative Selling: Can you sell to an expert?

| Author: | Estimated Reading Time: 3 minutes | Leave a Comment

Today I would like to focus on a topic that is usually ignored by most sellers.

With the advent of the Internet, more and more customers have information literally at their fingertips.

In the past, as the information was not available, customers were forced to request meetings with salespeople, often with no other focus than to get free training on the solutions.

Nowadays, as most of the information is available on the Internet, most clients don’t give a damn about the meetings and only call us when they need to ask for a proposal or clarify something a little more complicated.

If we place ourselves on the customer’s side, this even makes a certain sense, as it makes the process more effective and less permeable to the influence that the … [ Read the rest ?? ] “Consultative Selling: Can you sell to an expert?”

Do you know when you should stop selling?

| Author: | Estimated Reading Time: 2 minutes | Leave a Comment

Often, in the sales role plays that we do in the training or in the coaching we with salesmen in the field, we come across the following problem: When should I stop selling?

There is a point in the sale that separates a good salesman from a ???boring??? one.

And learning that timing is fundamental to the success of us as a salesperson.

Overcoming this point by continuing to sell, for example, by forcing the customer to buy, generates, in most cases, remorse in the sale after we leave.

For us, a sale is a progression of value creation in the head of the customer that allows, if well conducted, that the closing is a consequence and not a soulless insistence.

Because we are unaware of this fact, many of … [ Read the rest ?? ] “Do you know when you should stop selling?”

The “art” of conversation, an art forgotten by those who sell?

| Author: | Estimated Reading Time: 5 minutes | Leave a Comment

We usually consider that there are three goals in the art of good conversation:

The first is purely and simply, for the pleasure of expressing yourself and interacting with other people.

The second goal is connected with getting to know the person in front of us better. In sales and in any kind of business, a longer exposition to the other person is necessary in order to be able to understand, how the other person thinks, feels or reacts.

The third goal in the art of conversation is to construct credibility between the two parties in the sales process.

This is maybe one of the most important things we have to learn to become better salespeople.

If in the field of personal relationships, this is critical, in the field of … [ Read the rest ?? ] “The “art” of conversation, an art forgotten by those who sell?”