Results Driven

People, Business Strategy: Sales and Negotiation Training

sales

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?”

Do your sales have a machine that does??? PING?

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For those who love Monty Python (I know there are worse “tastes”…), one of his most emblematic films after “Life of Brian’s” is certainly “The meaning of life”.

For those who know the film, there’s a scene that’s set in an operating room that gives the theme to this article.

If you don’t know it, you can watch the scene on this video:

In this scene, while a birth is taking place, a visit is made by the hospital administrator and in a completely “nonsense” way they stop everything to show all the machines to the administrator. And when he asks what the purpose of that machine is, they say that it is the ping machine!

You might think, but what the hell does this have to do with sales?

Usually in the business cycle the following happens:

We hand in a … [ Read the rest ?? ] “Do your sales have a machine that does??? PING?”