Results Driven

People, Business Strategy: Sales and Negotiation Training

Sales Training Articles

Anatomy of a complex sale?

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

Complex Sale?

Nowadays, selling is becoming more and more complex.

???So far there???s nothing new about that???, that???s what you???re probably thinking.

What used to be done with two or three phone calls and one meeting takes now months and months until a final decision is reached.

It???s normal to say: ???the process is stuck???, ???there???s no way they???ll decide about this???, and so on.

One of the main mistakes we find when working with the teams in Training and Business Coaching processes, where we have the opportunity to deeply analyse their process and business method, has to do with the lack of strategy.

It is commonplace that we continue to look at a complex sale in the same way as we look at a simple sale.

A complex sale … [ Read the rest ?? ] “Anatomy of a complex sale?”

Networking: Are you able to sell yourself in 30 seconds?

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

???Networking? In 30 seconds????, that???s what you’re probably thinking.

Yes, in 30 seconds…

I???ll explain it to you! Every day we come across situations where we can establish contact with people who may eventually generate business or serve as a bridge to business generation.

What happens often is that either we don???t pay attention to them or we???re not even slightly prepared.

One of the exercises we do frequently in our events, whether training events, congresses or free half day workshops, is precisely to promote networking between participants during the events.

As I have done this for many years now sometimes as I go around participants, I observe behaviours that repeat event after event.

For example, some stand in the corner and pray that no one comes close. Not that … [ Read the rest ?? ] “Networking: Are you able to sell yourself in 30 seconds?”

Do you know how to get to who really decides?

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

One of the things that I get asked the most at Sales events is whether I know what the best way to get access to the real decision makers is.

You???re now probably thinking: ???But don???t I have access to the real decision maker????

Often, when you???re working with a company to draw up and submit a proposal for them, you???re ???kicked??? to middle management, with the excuse that they are the ones responsible for the project.

You do all the work with them, you create the project, you submit the proposal and they are supposed to love your work.

Next, their job is supposedly to submit and defend your work with the real decision maker that has not yet appeared.

The problem is that many times you???re facing a … [ Read the rest ?? ] “Do you know how to get to who really decides?”