Sales

A great result... but less than we had hoped for.

The August 2020 sales challenge was about the following case:
You are working on a project with a new potential customer. They had done some testing with customised samples that you supplied, when the Corona crisis spoiled the party. When you talk to the technical manager, he says the following:

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In 4 stappen Coronabezwaren de baas!
Blog

Master the most important Corona objections in 4 steps!

Times are tough for most salespeople. The business was discontinued for several months, and slowly it is starting up. Some salespeople are already on the road again.

However, that doesn’t mean that customers are ready to buy. On the contrary, uncertainty leads to reticence. What can a salesperson do to make the best of it?

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Blog

The 3 things to bear in mind when using LinkedIn

You certainly have noticed the polarisation that takes place on LinkedIn.
That became very clear because of the racism discussions and how the various governments deal with the COVID-19 crisis.
In these discussions there are three categories of people:

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Blog

Verbal agility

Salespeople need to have verbal flexibility. What does that mean? First of all, they need to be able to adapt to the customer's communication style. One customer wants to know all the details, another the big picture. There are various...

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Blog

What to do if there is a huge price gap?

The sales challenge of March 2020 was a situation, where a price gap of 40% existed between your offer and the competitor’s offer. The question was: What would you do? Markymark, a participant from the UK, submitted the winning solution ...

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win-win negotiation
Blog

Positional or principled negotiation?

There are two kind of negotiators: positional and principled negotiators. What are the differences between these two?
If you negotiate with someone that you want to do business with for a longer period, principled negotiation is a “must”. Only when you negotiate about a one-time deal ...

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Blog

What do you do in a "take it or leave it" negotiation?

It might be that your negotiation ends up in a stalemate, because there are incompatible interests.
Of course, you don't give up easily. You want to be persistent, but also flexible. You want to stick to your guns for as long as you can, and at the same time maintain a good relationship. And you want to use all your creativity to reach an agreement that is acceptable for the both of you ...

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Train 'n Gain | Online verkooptraining since 2012

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We nemen zo snel we kunnen contact op.

Train 'n Gain | Online verkooptraining since 2012

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We’ll be in touch with you as soon as we can.