Results Driven

People, Business Strategy: Sales and Negotiation Training

Selling

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?”

Do you know when you should stop selling?

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

Often, in the sales role plays that we do in the training or in the coaching we with salesmen in the field, we come across the following problem: When should I stop selling?

There is a point in the sale that separates a good salesman from a ???boring??? one.

And learning that timing is fundamental to the success of us as a salesperson.

Overcoming this point by continuing to sell, for example, by forcing the customer to buy, generates, in most cases, remorse in the sale after we leave.

For us, a sale is a progression of value creation in the head of the customer that allows, if well conducted, that the closing is a consequence and not a soulless insistence.

Because we are unaware of this fact, many of … [ Read the rest ?? ] “Do you know when you should stop selling?”

Do you know when to stop selling?

| Author: | Estimated Reading Time: 2 minutes | 1 Comment

Often during role playing in our trainings or when we???re together with salespeople in the field, we come across the following problem: When should I stop selling?

There???s a point in the sale that separates a good seller from a ???boring??? one.

And learning this timing is critical to our success as a salesperson.

Overcoming this point, by continuing to sell, forcing the customer to buy, for example, creates in most cases remorse about the sale after we leave.

For us, a sale is a progression of value creation at the customer’s head that allows, if well conducted, closing the deal as a consequence and not a soulless insistence.

Not knowing this fact, many of us often have problems with our customers.

There are sales processes in which we think … [ Read the rest ?? ] “Do you know when to stop selling?”