Results Driven

People, Business Strategy: Sales and Negotiation Training

What would you like to change in your company?

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One of the questions we usually ask the business owners and managers we work with is precisely this:

“What would you like to change about your company?”

Although it sounds simple, it often provokes quite diverse reactions.

The answers can range from “everything” to more surgical issues, such as increasing sales, decreasing costs, getting paid on time, and so on???

But the answer I was given this week by a top management board of a large company was:

“Look, I don’t know. I don’t know where to start.”

The problems were so many that this person specifically didn’t know where to turn anymore. This situation comes up quite often to our team these days in the field.

With the pandemic, the decrease in consumption, the increase in fuel prices, and … [ Read the rest ?? ] “What would you like to change in your company?”

Is your prospecting effective?

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Depending on the behavioral style of the salesperson and the area of business in question, some hate it; others love it.

I’m not so concerned about whether one likes or dislikes prospecting.

I think it’s a given in any commercial area that, one way or another, the sales process starts with contacts with potential customers that may or may not be of quality, that may or may not be interested, that may or may not have a budget.

Anyway, do you begin to see a pattern?

Of course, you do.

One of the main difficulties in prospecting is precisely related to the quality of the information that we work.

Having a “good” database of potential customers is fundamental.

The better the information we work with, the greater capacity we have … [ Read the rest ?? ] “Is your prospecting effective?”

Have you given yourself permission to fail?

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One of the main problems that companies face is the fear of failure.

Most people often don’t do it because they are afraid of making a mistake. If we look at the origins of this problem, we can disperse ourselves in several directions, such as the old educational system, the reward system in companies, and so on. It would be difficult to reach a serious conclusion that would gain the consensus of most people.

But after all, why is it so important not to be afraid of failure?

If you think about it, risk is not rewarded in our companies in most cases. Instead, people are penalized when they fail and often are not rewarded with equal energy when they do things well.

It always reminds me of what my … [ Read the rest ?? ] “Have you given yourself permission to fail?”