Results Driven

People, Business Strategy: Sales and Negotiation Training

Anatomy of a complex sale?

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Complex Sale?

Nowadays, selling is becoming more and more complex.

“So far there’s nothing new about that”, that’s what you’re probably thinking.

What used to be done with two or three phone calls and one meeting takes now months and months until a final decision is reached.

It’s normal to say: “the process is stuck”, “there’s no way they’ll decide about this”, and so on.

One of the main mistakes we find when working with the teams in Training and Business Coaching processes, where we have the opportunity to deeply analyse their process and business method, has to do with the lack of strategy.

It is commonplace that we continue to look at a complex sale in the same way as we look at a simple sale.

A complex sale … [ Read the rest » ] “Anatomy of a complex sale?”

Networking: Are you able to sell yourself in 30 seconds?

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”Networking? In 30 seconds?”, that’s what you’re probably thinking.

Yes, in 30 seconds…

I’ll explain it to you! Every day we come across situations where we can establish contact with people who may eventually generate business or serve as a bridge to business generation.

What happens often is that either we don’t pay attention to them or we’re not even slightly prepared.

One of the exercises we do frequently in our events, whether training events, congresses or free half day workshops, is precisely to promote networking between participants during the events.

As I have done this for many years now sometimes as I go around participants, I observe behaviours that repeat event after event.

For example, some stand in the corner and pray that no one comes close. Not that … [ Read the rest » ] “Networking: Are you able to sell yourself in 30 seconds?”