Results Driven

People, Business Strategy: Sales and Negotiation Training

Do you know when you should stop selling?

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Often, in the sales role plays that we do in the training or in the coaching we with salesmen in the field, we come across the following problem: When should I stop selling?

There is a point in the sale that separates a good salesman from a ???boring??? one.

And learning that timing is fundamental to the success of us as a salesperson.

Overcoming this point by continuing to sell, for example, by forcing the customer to buy, generates, in most cases, remorse in the sale after we leave.

For us, a sale is a progression of value creation in the head of the customer that allows, if well conducted, that the closing is a consequence and not a soulless insistence.

Because we are unaware of this fact, many of … [ Read the rest ?? ] “Do you know when you should stop selling?”

Performance Evaluation: How big is your measuring tape?

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One of the things that generates the most problems and anecdotes has to do with the size of each measurement instrument.

You may be laughing with the subject, but in companies there are not always equal measurement standards.

Whether it is because we are human or because we have different perspectives on the different issues that permeate our daily lives, what is certain is that this situation generates many misunderstandings.

The question is:

??? Does the team knows its standards????

Do you know how it will be measured and evaluated against the function it performs?

From our experience in Executive Coaching, a theme common to some executives I am working with personally has recently emerged.

Some of them are in companies that have been integrated in international groups, where sometimes the standards of … [ Read the rest ?? ] “Performance Evaluation: How big is your measuring tape?”

The “art” of conversation, an art forgotten by those who sell?

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We usually consider that there are three goals in the art of good conversation:

The first is purely and simply, for the pleasure of expressing yourself and interacting with other people.

The second goal is connected with getting to know the person in front of us better. In sales and in any kind of business, a longer exposition to the other person is necessary in order to be able to understand, how the other person thinks, feels or reacts.

The third goal in the art of conversation is to construct credibility between the two parties in the sales process.

This is maybe one of the most important things we have to learn to become better salespeople.

If in the field of personal relationships, this is critical, in the field of … [ Read the rest ?? ] “The “art” of conversation, an art forgotten by those who sell?”