Results Driven

People, Business Strategy: Sales and Negotiation Training

Can you achieve what you want in life the first time?

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One of the things that affect us the most is the states of mind that are sometimes not the best to face the situations or problems we have ahead.

Sometimes we get stuck at a certain point and can’t change our attitude towards something, thus leading the situation to a potential problem.

We seem to get stuck on a line of reasoning and can’t get out of it.

The problem is that, without mental flexibility, we are often limited to failure.

To get around these types of situations, I often use a few principles that have helped me throughout my life when I have problems or need to have greater mental flexibility.

Principle #1: The best thing about the past is that it’s behind us!

Or, as we say in … [ Read the rest ?? ] “Can you achieve what you want in life the first time?”

Do you know where your customers are?

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One of the more controversial issues in companies is the systematization of processes related to the commercial area.

  • Customer and prospect databases
  • Sales process documentation
  • Systematization of processes
  • are a mirage for most companies.

    • Many already have it, but others are still a long way from having something in this direction.

    Since we don’t have all the time in the world, let’s look at the customers and prospects database.

    In the future, we will focus on the other two topics.

    Often the only thing in companies is a database of current customers.

    That is, those to whom we have sold in the past.

    But even this is usually incomplete, as it was created out of financial necessity and lacks commercial information that matters.

    At least not for the salespeople’s work.… [ Read the rest ?? ] “Do you know where your customers are?”

    Consultative Selling: Are your customers like onions?

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    One of the things that I find most confusing in sales is that we sometimes take it too lightly.

    This phenomenon often occurs when salespeople already have a lot of experience and go into what we call “Autopilot.”

    This phenomenon appears when salespeople start to feel comfortable with selling. The steps that they used to do are now ignored. This happens because they assume they already know everything there is to know and will not find anything new.

    This kind of attitude is the beginning of a transformation of a good salesperson that until now excelled, into an average salesperson who doesn’t leave his or her comfort zone.

    When we work with commercial teams in the field, we try to verify their commercial process with two objectives.

    The first is … [ Read the rest ?? ] “Consultative Selling: Are your customers like onions?”