Results Driven

People, Business Strategy: Sales and Negotiation Training

Are there still any loyal customers?

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Loyal customers? Really?

Just last week I was at a conference at a Business Association to make an intervention on Reinventing Sales in our times.

One of the issues that was raised at the opening of the event was the fact that there are still loyal customers.

You know, those loyal customers, but really loyal ones?

Really, really loyal?

Those that don???t change because your competitors give them discounts?

Those that won???t leave you for less than one euro?

In fact, more and more, nowadays the customer doesn???t really care about the salesperson and the relationship you already have with them.

But do you really have a trust relationship with your customer, one of those where you become more of a ???Consultant???, rather than a salesperson?

Who do they call … [ Read the rest ?? ] “Are there still any loyal customers?”

Do you know when to stop selling?

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Often during role playing in our trainings or when we???re together with salespeople in the field, we come across the following problem: When should I stop selling?

There???s a point in the sale that separates a good seller from a ???boring??? one.

And learning this timing is critical to our success as a salesperson.

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

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

Not knowing this fact, many of us often have problems with our customers.

There are sales processes in which we think … [ Read the rest ?? ] “Do you know when to stop selling?”

Do you find it hard to get your message across?

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Following the articles we have published in the past on Rapport, we are now looking at how people communicate and the different ways they communicate their message.

We already know that we are all different in terms of acting and that this sometimes brings us some problems when interacting with our customers who have a completely different style.

We have also seen the importance of adapting to the way others work to achieve a greater level of empathy.

Now I would like you to focus on the communication styles that each of us have.

How do you usually like to be presented the information you need?

In a more visual way?

With images, graphics or other visuals?

In a more auditory way?

Do you like it when someone explains to … [ Read the rest ?? ] “Do you find it hard to get your message across?”