The more you sell, the less you will negotiate

Last year, I had the opportunity to conduct a 12 day training program to 75 sales representatives in Toronto, Quebec City and Montreal.  Such an in-depth training allows explaining in details certain concepts that we would just touch on in a one-day session.  One of the elements discussed was the distinction between selling and negotiating. Curiously, almost all participants would state that negotiating preceded selling. In fact, they were confusing closing with selling. Closing is just one-step in the selling process, although an important and necessary one. But most of the selling occurs prior to the negotiation and here is why.

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Rethink your strategy when you lose an important customer

bombe2 We all lose a customer at one point or another. The first reaction is to push the sales force to replace the gaping hole in sales. What else? Do not miss this opportunity to revise your strategy. A client departure cannot be taken lightly and demands self-examination at every level of the company.
The first question that you should ask yourself is whether or not this event is isolated or a symptom of a change in the industry. Then you have to figure out if an external or an internal factor  triggered this decision.

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Mexican paradox

On utilise toutes sortes de termes plus ou moins péjoratifs pour exprimer une autre réalité économique que la nôtre : pays en développement, pays sous-développés, Tiers-Monde. En 1981, l’économiste néerlandais Antoine Van Agtmael a lancé le terme de pays émergents pour mieux décrire la situation de pays du Tiers-monde sur le point de rivaliser avec les grandes puissances économiques. Notre autre partenaire de l’ALENA, le Mexique, fait partie de ce club. L’extrême pauvreté côtoie la richesse. Selon le magazine Forbes, l’homme le plus riche de la planète est mexicain : il s’agit de Carlos Slim Helu dont la fortune est évaluée à plus de 53 milliards de dollars tout juste devant Bill Gates et Warren Buffett . Selon le FMI, en 2005, le PIB par habitant du Mexique se situait au 65ième rang mondial. Au-delà de l’anecdote que présente cette comparaison, le Mexique souffre en plus d’importantes disparités régionales . Que ce soit en termes d’alphabétisation ou de mortalité infantiles, le sud du Mexique est très loin des niveaux de développement que connaissent certains quartiers de Mexico City ou de l’agglomération de Monterrey. Quant aux villes situées sur la frontière américaine, le taux de criminalité y est si élevé que l’ancien président mexicain, Vicente Fox, propose de légaliser le commerce de la drogue pour couper l’herbe (sans jeu de mots) sous le pied des narcotrafiquants.  Flag of Mexico.svg

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If you are not on social network, you do not exist.

ordinateurI meet regularly with people who make little use or no use at all of social networks to make their own publicity. Some do not believe in them; others do not dare.
In December 2010, Forbes magazine  quoted a survey from Information Week SMB which found out that 54% of the small and medium size businesses use social media to promote their company which is double the percentage of just a year before. 60% of these users believe that social media allowed them to have a positive impact on their organization and more than one out of three said they have attracted new customers by this mean. On the other side, 35% of those that are not using social media explain that they do not have enough time; 31% that their clients do not use them and 24% do not understand the technology..

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