Results Driven

People, Business Strategy: Sales and Negotiation Training

sales

Marketing: 7, Sales: 0?

| Author: | Estimated Reading Time: 2 minutes | Leave a Comment

Humm…

But after all, what do marketing and sales have to do with the results of a possible soccer match?

Everything and nothing…

Nothing, because they are not comparable; everything, because sometimes the interaction between marketing and sales resembles your national soccer team.

Have you noticed that we have a group of stars and that the sum of their skills should make an exceptional team with exceptional results?

So why can’t it?

It’s the same with marketing and sales.

We often have an excellent sales team, professional, dedicated, dynamic, and fighting non-stop.

In parallel, we also have a marketing team that is a pleasure to watch, creative, dynamic, and many times brilliant.

Like the national soccer team, the sum of the parts doesn’t often produce something extraordinary, quite the opposite.… [ Read the rest » ] “Marketing: 7, Sales: 0?”

Consultative Selling: Are your customers like onions?

| Author: | Estimated Reading Time: 4 minutes | Leave a Comment

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?

| Author: | Estimated Reading Time: 5 minutes | Leave a Comment

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?”