Essentials

The mental keys to sales excellence

In elite sports, the top athletes and coaches have included mental work in their training regimens for a long time. The best sales reps also have the mental toughness to face any situation. The difference is that in the world of sales, this winning mindset is often cultivated intuitively, without taking a structured approach. Here are […]

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Where have all the sales prospectors gone?

You need to adapt to survive, and there’s no better way to do that than solid sales prospecting.  But in this era of social selling, lead generation and growth content strategy, is there still a place for sales reps who hunt down new business, like Jean-Pierre Marielle in the French movie Les Galettes de Pont-Aven? […]

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Don’t let your ego take over!

It’s not uncommon to negotiate with a buyer who tries to gain the upper hand. Sometimes that revolves around ego trips (real or feigned). Ego is never recommended because it distracts you from your goal. It’s like in judo. The more your opponent exposes that weakness, the easier it will be for you to use […]

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Negotiating after an agreement: calling all PSS pros!

The PSS, or post-settlement settlement, refers to an agreement made after the initial deal has been approved. It’s a common negotiating practice that is part of the corporate culture at some companies. For many, it’s a source of inspiration. Why do we often hesitate to enter into discussions on a PSS? Probably to avoid giving […]

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Know your audience well to keep them captivated

Public presentations are often a source of stress, especially sales pitches in front of a “panel of judges.” Making these presentations on Teams or Zoom tends to amplify the discomfort, especially when the clients have the bright idea of turning off all their cameras as a sign of encouragement. You don’t have to rouse the […]

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Negotiation: A survival guide to avoid being taken for a ride

Gullible 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 […]

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Turning down a deal isn’t a failure!

Having trouble refusing a project, despite doubts about its viability and a sputtering start? Many procurement processes require sellers to expend a lot of energy, but are also arduous for buyers, resulting in multiple meetings, longer response times and reduced quality, which can cause the top potential suppliers to back out to avoid wasting their […]

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Go or No-Go, that is the question

There’s a key moment during the process when you need well-defined criteria that aren’t open to interpretation. So how to you assess how promising a deal is, you ask? It’s very simple. Focus on two questions: What is the expected potential? What chance do we have of closing the deal? The potential is very often […]

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Beware of sales expense traps

Stiffer 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 […]

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The commercial action: a compass for entrepreneurs

In 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 […]

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