Author Archives: admin

  • 0

The Little Things


It sells that you do not want to wait. It sells that you start out smiling. It sells that your hand is dry, your desk organized and that you let me begin to talk. That you invite me to sit. It sells that you offer me a coffee, although I don’t drink coffee. Your clean clothes sell. That you listen to me without looking at your phone when it starts to ring. It sells that you look at me in the eyes as an equal person. That your office smells good. That you have living plants. That there are not any loud noises and you can hear me well. It sells that you offer me your business card. That you take note of what I say to you. That your handwriting is legible. That you talk to me with the calmness I talk with to you. That you close the door. That you say my name and tell me yours. That you give me a confident answer. That your arguments are convincing. That you negotiate a good time and accompany me to your door. What sells the most is that before I go you wish me a good day. Sincerely.

  • 2

6 Tips For a Business Trip



I have spent many years working as a salesperson and there are many anecdotes and stories that I can tell, some of them could be perplexing to you and others you have surely experienced in first-person.

We will leave the stories for another time, which we will have time for. However, I believe you are here to learn and to implement your business skills I will begin with 6 tips to follow on a business trip.

1. Keep a positive attitude throughout the sales process, the optimism sells and offers trust and confidence both to the customer and yourself. Smiles open doors!!!

In addition, remember that with every “no” you get closer to your next “yes”

2. Get to know your potential client. It is now very easy to research on the Internet about our client: his corporate culture, organizational structure, services and products. Analyze the data and use the information they provide to ask question that may awaken your customer’s interest in an offer adapted to their expectations.

Do not waste anyone’s time; it is the only thing that you can never get back.

3. Practice a close and personal sale. Even if your client is a large corporation we are dealing with people; remember their name and use it. Get them to be interested in you my using their name or some other detail that they have commented on at some point before. Find your affinity with that person and with that with which makes you feel comfortable and important.

We all like to feel important and appreciated.

4. Offer concise, accurate and useful information to your client.

Remember that people buy solutions not services.

5. During the visit give feedback to the other person, if the communication is not fluid you can use certain resources such as: What do you think? Does it fit in your project? Is it in line with your expectations? Listen carefully to their response and you will be able to extract more information.

A good salesperson must know how to listen.

6. If the opportunity to finish a sale is closing, but it is possible when you say goodbye that you have a limited time to recapture contact. Find out some information that generate customer interest, closing a visit or stay in touch with you in a few days to see if it has emerged some doubt about the meting, can be good resources.
It is important to leave a trace and that you are present.

  • 0

Why Is the Training of ROI Talked About so Much Today?

Today the best training centers have success because their courses have a good ROI. They have begun to introduce this term knowing that increasingly more people and businesses make decisions of where to invest their money according to the return that they will get from this expenditure. That is, they decide to invest depending on the benefits that they will have after the dedication of time and money to that particular training project.

When we talk about ROI training (return of investment) we refer to the extent in which you gain things as a result of the knowledge you have gained through training. ROI is usually obtained in two ways. The first is a path of personal growth and development. Training makes you happier, better prepared and more motivated. This occurs because you learn how to get better results and more effectively manage certain situations. The second track is an economic way. The ROI on this track means to obtain more benefits thanks to putting the knowledge they have acquired from the course into practice. In this second pathway, return on investment means to carry out the knowledge you have to earn much more money, more than which the training has cost you. If that occurs, your training will have had a good return. In order for this to occur the course must have a number of specific features:

1. The application must be easily observable. The behavior of a trained worker must be clearly different from the behavior of a worker who has not been trained.
2. It has to address gaps or areas for improvement within the position. This is the acquired knowledge that has to meet the real needs of the worker.
3. The results have to be measurable. This is the most important. There should be the possibility of quantifying the results of training, either though accounts of results, economic balances, satisfaction surveys from customers, or other gauges.

A good sales technique course must offer a clear and easy ROI to receive after training. Therefore the course must cover specific techniques that you can implement with your customers. It must be so applicable that the texts or videos you have seen during the course come to mind when you are talking with a customer. When applying your skills you to have to get the client to buy from you and leave very satisfied with the way you have treated them.

When you analyze sales technique courses as about how it will ensure you a good ROI. In a period not exceeding six months a course that costs 200 euros must earn you at least 200 euros more that what you would have earned if you had not enrolled in the training. Good sales technique course offer returns of more that 500% more than the cost of the course.