Results Driven

People, Business Strategy: Sales and Negotiation Training

Consultative Selling

LEGGO: A Sales Methodology That Builds Momentum and Closes Deals

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If you’ve been in sales for any length of time, you’ve probably noticed the shift. Prospects are busier, more skeptical, and more informed than ever before. The traditional hard-sell approach is losing effectiveness — and the most successful sales professionals are embracing a more consultative sales methodology that puts trust, value, and clarity at the center.

One of the most effective modern frameworks for selling is the LEGGO Sales Methodology — a simple, memorable, and highly practical sales framework that can be applied in any industry. Whether you’re a seasoned sales leader or a new account executive, LEGGO will help you build trust, generate value, and close deals faster.

LEGGO stands for: Listen, Empathize, Guide, Generate Value, and Overcome & Offer. Let’s break down each step and see why it’s a game-changer for … [ Read the rest ?? ] “LEGGO: A Sales Methodology That Builds Momentum and Closes Deals”

Consultative Selling: Are your customers like onions?

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One of the things that I find most confusing in sales is that we sometimes take it too lightly.

This phenomenon often occurs when salespeople already have a lot of experience and go into what we call “Autopilot.”

This phenomenon appears when salespeople start to feel comfortable with selling. The steps that they used to do are now ignored. This happens because they assume they already know everything there is to know and will not find anything new.

This kind of attitude is the beginning of a transformation of a good salesperson that until now excelled, into an average salesperson who doesn’t leave his or her comfort zone.

When we work with commercial teams in the field, we try to verify their commercial process with two objectives.

The first is … [ Read the rest ?? ] “Consultative Selling: Are your customers like onions?”

Consultative Selling: Anatomy of a Complex Sales Process?

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Consultative selling is perhaps one of the most exciting and least explored topics in the sale.

Nowadays, selling is more and more complex.

So far, nothing new, I’m sure you’re thinking.

What used to be 2 or 3 phone calls and a meeting, today it takes months and months to reach a final decision.

It is reasonable to say, “the process is stopped,” “there is no way to decide,” and so on.

One of the main mistakes we find when working with the teams in the Training and Commercial Coaching processes, where we have the opportunity to analyze their process thoroughly, and commercial method is related to the lack of strategy.

It is common for us to keep looking at a complicated sale in the same way as a simple … [ Read the rest ?? ] “Consultative Selling: Anatomy of a Complex Sales Process?”