Results Driven

People, Business Strategy: Sales and Negotiation Training

What is your value proposition?

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Do you think your customer values the benefits of your product or service?

Have you really thought about this?

Many of the companies we help in our training and business coaching processes usually present us with complex catalogs and presentations, focused on benefits or features.

Is this wrong?

Of course not.

But is it what your customers want to know?

Generally, no!

With the market saturated with commercial information about your products, services, and those of your competitors, it is difficult for them to pay attention.

Experience tells us that most customers only care about one thing:

“EUROS” / “DOLLARS” / Etc.

What he is looking for when he looks at you is only:

“How can this company help me to EARN more euros or SAVE more euros”.

Everything else … [ Read the rest ?? ] “What is your value proposition?”

How to kill a customer in three steps?

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Don’t worry, although I’m quite fond of martial arts, I’m not going to present you with any ninja moves to annihilate your customers or your competition.

Rather, let’s talk about some mistakes you make in a business process.

Let’s break this down into three distinct moments.

1st Moment

The first moment will be when we don’t know the customer yet and want to approach them to set up a meeting.

At this stage, the biggest mistakes that I often find are related to the fact that most sales people don’t do their homework.

That is, preparing the processes for approaching the potential customer.

Many times we pick up the phone and start trying to talk to the potential customer without even knowing what they do specifically, in what way, what … [ Read the rest ?? ] “How to kill a customer in three steps?”

In a negotiation, do you know how to say “No” to the client?

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When we are in the final phase of a negotiation, sometimes there is a need to say “no” to the client.

The problem is how to do it without breaking the negotiation.

Both parties want to get the best out of the deal.

Often the negotiation focuses on price, but usually, other concessions can be negotiated, such as contractual conditions, delivery dates, product or service options, etc.

Many of our clients are excellent negotiators. And if we are not paying attention, totally focused on every detail of the negotiation, we are often “eaten.”

Sometimes it is necessary to say no to something our client asks.

The simplest way to do this is to clarify the concession.

Instead of saying “no” right away, we should first ask questions to understand the … [ Read the rest ?? ] “In a negotiation, do you know how to say “No” to the client?”