Results Driven

People, Business Strategy: Sales and Negotiation Training

sales

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?”

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?”

Are your customers in layers?

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From a culinary point of view, we are thinking of layers of fresh pasta in lasagna, layers of biscuits and butter in a biscuit cake, layers of puff pastry where you can’t miss an excellent filling. It doesn’t matter what the initial or final layer is, as they are all equally important and identical. But customer layers? How to visualize these layers of fantastic customers that we all have in companies? And what do these layers mean?

I bet not all customers are the same. Although all are important and fundamental to the survival of each company, we can say that the top layer is often unique.

So, the layers of customer classifications will be different depending on billing and billing potential in the near future, in which case we … [ Read the rest » ] “Are your customers in layers?”