Results Driven

People, Business Strategy: Sales and Negotiation Training

Do you know what the 3 deadly sins of sales are?

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I am often asked in my workshops what mistakes we should avoid, or rather… what the deadly sins of sales are.

As we can???t speak about all of them here, this week we have decided to introduce you to what we think are the top 3 mistakes a salesperson should avoid.

Therefore, without order of preference:

– They can???t listen

For us this is one of the biggest problems in sales nowadays.

Most of the salespeople we encounter just can???t listen.

They think that selling is basically dumping a customer-based set of information, commonly referred to as benefits.

Nothing could be more wrong, the best sellers we know are those who use the 3-thirds rule.

That is, listen 2 thirds of the time and talk only 1 third of the … [ Read the rest ?? ] “Do you know what the 3 deadly sins of sales are?”

The ???art??? of talking to each other, have salespeople forgotten it?

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Normally we consider there are three goals in the art of being able to talk with each other:

The first is pure and simple, one talks for the pleasure of expressing themselves and interacting with other people.

The second goal is to get to know better the person in front of us. In sales and in any business, we need to expose ourselves longer to the other person in order to understand how the other person thinks, feels or reacts.

The third goal is to build credibility between the two parties involved in the sales process.

This is perhaps one of the most important things we need to learn in order to become better salespeople.

If this is important when we talk about personal relationships, it???s even more important when … [ Read the rest ?? ] “The ???art??? of talking to each other, have salespeople forgotten it?”

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?”