This article is about the book “The journey of the supersellers”, written by Rafael Machín and Jorge García in 2018, because it has been very interesting for me, both to assess my experience in consultative selling, and to do self-criticism and continue improving. The work sheds light on what are the key attributes (the relationship…

In commercial action, the topic of the first impression counts is also fulfilled, so we must prepare ourselves to show good impressions before our clients. The client is always demanding, and what she/he wants is that we commit ourselves to his good results and that we solve his problems with kindness, values and professional ethics….

In the short term, in the beginning of the commercial relationship of a salesman/woman with a potential client, we have to make a thorough planning of the contact. To the extent that there is a commercial history, you must know how to recapitulate the previous relationship or the background, and in any case have the…

In each business model, and even with certain clients, before establishing a business relationship with them, it is important we study and foresee what their decision journey may be. Today, and more so with technology, there is a complex omni-channel relationship with clients within our funnel strategy: attracting attention, generating interest, awake the desire and…

Various studies have concluded that there is a gene that influences generosity. A quality, tendency or character trait, as good (or bad) as any other, that my close friends, relatives and colleagues have someway recognized in me, after an exercise prescribed by a former coach some years ago. According to dictionary definitions, it also applies…

Why do clients open the door to us? Why and how do we advance in our relationship with them? The reason why is largely due to our ability to know how to ask and listen: the basis and model of good business communication. Although this is obvious in prospecting or research, perhaps it is less…

What remedies are we offering and selling to companies? Sometimes our client has a terrible headache and does whatever it takes to get a quick solution at any cost. Other times he seeks an answer to non-urgent needs under the promise of better health. Either they seek to prevent the risk of illness, or even…

The commercial communication in the company has one objective: that in the market everyone respects you, and that consequently many love you and buy you. With the rise of technology, and a hyper-connected market, the impact that business communication activities have on results in the commercial or sales area has increased. Thus, communication has an…