Negotiation: A survival guide to avoid being taken for a ride
Publié le 29 June 2021Gullible sellers are the perfect target for a seasoned negotiator. They are so focused on their sales targets that they fail to see where their leverage really lies. The higher the stakes, the more the negotiator take advantage. Here are a few tips to avoid being hoodwinked. Look out for mirages Forget the win-win A win-win negotiation is nice in theory. But if you’re up against an old pro who knows every trick in the book, you’re signing your own death warrant if you use that technique from the get-go. Because when it comes down to it, the aim of “win-win” is to work toward a common goal that advances […]
Beware of sales expense traps
Publié leStiffer competition is leading most businesses to increase sales expenses. Some procurement processes are so absurd that they also increase purchasing costs… but that’s the topic of a different post. Be aware of the TCN Haven’t heard of the TCN? The TCN is everywhere all at once. It takes on several forms and indirectly undermines many sales reps.Total cost of negotiation. That’s what’s hiding behind the acronym. The TCN is concealed and calculated in several ways: Pre-sale cost: Before you even bring discounts into the equation, the simple fact of travelling, providing sales resources and gathering experts all represents a cost. In this respect, some buyers can get us to […]
30% of success in negotiation lies in proper preparation
Publié le 25 June 2021Sales reps often rush through their preparation or spend too much time on technical issues and not enough on sales and financial negotiation scenarios. The opposite is true for buyers, who are often over-prepared (see The Purchasing Chessboard: 64 Methods to Reduce Cost and Increase Value with Suppliers, published by AT Kearney, for a relaxing evening read). The three poor excuses for being underprepared I’ll come across as unnatural: It’s usually more pleasant to speak with people who are relaxed and natural. But when you think about it, would you prefer a slightly uptight sales rep who fights to protect the company’s margins, or someone “natural” who falters as soon […]
A few tips for taming your fears during a negotiation
Publié leFirst let’s take a look at a clip from the Pixar masterpiece Inside Out, which shows how our different emotions – including fear – always have a purpose or a positive intention. There is virtue in feeling afraid: a motivation to avoid loss or danger. And if you feel that emotion during a negotiation, that means that you really want to do your best and close the deal. You just have to keep that fear from blinding you. Three tips for fearless — and shame-free — negotiations Orient the pressure in the right direction A lot of people are apprehensive about negotiations. The problem is that they feel dependent on the […]
The commercial action: a compass for entrepreneurs
Publié le 01 January 2021In orienteering, the person who runs the fastest isn’t necessarily the one who comes in first. Entrepreneurs know that there will be pitfalls along the way that they haven’t necessarily identified. They have to plot the best possible route by planning milestones and waypoints, to measure how far they are from their main goal on a regular basis. The reverse planning effect. Build a commercial action plan based on a long-term strategic vision, identifying and planning the various milestones, actions and resources allocated in reverse, from your end goal back to today. There are four steps. Analyze your market The first question to ask is what category of needs or problems […]
Sales coaching: the manager’s role in building confidence
Publié leIt’s the start of the year, so many managers are getting ready to present their action plan and mobilize their troops, to boost energy and reach their performance targets. Many managers put care into fostering motivation and skill development. That’s a great start. It’s rarer to come across managers who naturally make a concerted effort to focus on building confidence. It’s something that is common in the world of sports but remains relatively noteworthy in business. That makes sense—it’s a topic that can be personal and not always easy to open up about. We have noticed in our seminars that when the subject is broached, managers pay very close attention […]
Why are 100% distance-sales training programs operating at peak efficiency?
Publié leIf you’re interested in developing your skills, you NEED to read this book(1). You don’t have a choice—it’s a gold mine, a gem of a book that describes in detail how to truly develop skills effectively. It’s an incredibly insightful read that covers 30 years of research on the secrets that explain how the best got to where they are. With an abundance of details and examples, the authors describe the five characteristics of training and practice that really work. Let’s take a look at them together and then see how they dovetail with 100% distance-based sales training. The five key characteristics of the most effective practice and training methods Very […]
New managers: how to screw up in just a few days!
Publié leThis article was inspired by an old friend who recently resigned from his job. While he didn’t think the company was perfect, he enjoyed his job and everyone was satisfied with his contribution. So there was no reason for him to resign so suddenly. A few days with the new head of sales was all it took to convince him to leave the company. Years of faithful service thrown into jeopardy in just a few days. Incredible, right? It’s actually not that incredible. Any manager is capable of chasing away a company’s top employees. All it takes is falling for the classic traps of the first days on the job. […]
Adaptive Learning: train your teams more quickly and effectively
Publié leIf you want to train your sales teams in, say, mastering a new offering, you have several solutions at your disposal. You can provide a trainer or coach that will guide each of your staff on an individual basis. That’s as good as it gets in terms of effective teaching. Obviously if you have a lot of people to train, you might pick group sessions. The training still takes place in the classroom but you seek and gain economies of scale. Finally, if the group in question is very large, spread out and varied, you will opt for an ample dose of digital training. In sum, everyone agrees that in […]
Coaching salespeople: it’s better when both sides are willing participants!
Publié leYou only need to spend a few minutes on LinkedIn to realize the extent to which managers bear the burden of lofty expectations, huge ones, day in, day out. They have to be role models, see the big picture, foster progress, help others succeed, remain kind under all circumstances, transition from vertical to horizontal management, instill a desire to be bold as a team, etc. In short, managers—especially line managers—are expected to perform an array of massive tasks. Try it for yourself. Read a few of the posts and articles and then ask yourself the question. Can we expect so much from managers? Another question: Are the people who “like” […]
