Results Driven

People, Business Strategy: Sales and Negotiation Training

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?”

Do you bite your tongue when sales objections arise?

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When we talk about sales objections, there are always two attitudes in most commercials that go through training. A few grind their teeth. Others begin to rub their hands with happiness.??

As the great Dean of Sales Brian Tracy used to say, on average, there are at least 5 to 7 sales objections in the sale. When an objection arises, it’s a sign of interest in our product or service.??

There is a saying in some countries “he who disdains wants to buy,” and in fact, it is so in most situations in the sale. 

We can always have two approaches to this: to think that customers are being annoying or understand that the business is progressing towards closure. 

Above all, remember to treat all objections as requests. In practice, … [ Read the rest ?? ] “Do you bite your tongue when sales objections arise?”