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People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Prospecting: Do you think a simple phone call is enough?

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With sales getting more and more complex, I am amazed how some of the salespeople we work with still complain that they can’t get to the decision makers the first time around.

This issue is almost unreal.

These days, in order to be successful in terms of commercial prospecting, it often takes 3, 4 or more phone calls to get to our customers.

It is normal for commercials to say that they are immediately barred when they try to schedule a meeting with a decision maker.

The problem here is that the telephonists and assistants are now trained to “sniff” commercials.

If on the other side they think there is a commercial, they immediately try to find out more and if the person starts to waver, then they really bar … [ Read the rest ?? ] “Prospecting: Do you think a simple phone call is enough?”

Time Management: Have you eaten your frog today?

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When we talk about time management, one of the personalities I most admire is the Lord, and I say Lord in large print, “Brian Tracy”. Not only in time management, but also in the Art of Selling.

In my opinion, it is incredible how some of the things he wrote about sales, leadership, time management, among others, a few years ago are still so current.

One of the things I remember, and which he often mentioned, was that we should eat a frog every morning.

Don’t shiver already thinking about the frog and the swallowing.

Obviously, it’s figurative.

But the idea is that if we do a task that is somewhat boring and boring first thing in the morning, the rest of the day will go much better for us, … [ Read the rest ?? ] “Time Management: Have you eaten your frog today?”

Does my sales team need spectacles?

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Spectacles? Um…

Do not be alarmed that it is not an advertisement for the purchase of spectacles or contact lenses.

However, this issue has to be addressed if we link it to your sales team’s activity.

One of the things that we most love internally in Ideas and Challenges is the theme of coaching.

Not the “Life Coaching” aspect that is so fashionable, but the more entrepreneurial aspect of “Executive Coaching” and “Sales Team Coaching” in which we have been giving letters for years and in which we were pioneers in Portugal.

You might think:

“But isn’t that a fad?”

Yeah, it does look that way when you look at everything that’s going on around you. However, all fashions have good and bad things.

In the case of sales coaching, … [ Read the rest ?? ] “Does my sales team need spectacles?”