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Ever had the notion that your customer is not listening to you during your sales pitch? Are you using all the right arguments and still no sale?

It´s much more common than you think. Any good salesperson is passionate about their product. If he/she is convinced of how good it is, chances are their customer will feel the same way. Or so we like to think.

In reality, nobody can convince another person to do something against their will permanently. …

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As a training manager for the past 12 years, I´ve seen how the online platform's role in training has increased and how the current pandemic accelerated its adoption.

Just today speaking with a colleague he was telling me how a scheduled meeting that was supposed to last 30 minutes online was completed in less than 15 minutes in presence. In his own words: “online there´s a lot of small talk at the beginning and during the meeting to not seem rude that usually is avoided in presential meetings where non-verbal gestures assist in communication.

Does this mean we are going…

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Nowadays it´s recognized that team leaders lead using influence and not authority only. And this fact remains true because most of the time people you work with have the necessary skills to do their job.

In an ideal world as a manager you would be mostly focused on keeping everybody on the team motivated and focused on their jobs. However, business goals are based on growth and no matter how stellar last year was, performance needs to keep improving to reach your company´s goals.

This will definitely cause stress and tempers will rise. …

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Definitely not.

However, traditional management is. The reason is simple, people don´t expect someone to tell them how to do their job. They want to be held accountable for it and at the same time be developed to continue growing.

As a manager, your main goal still is territory management but you need to add coaching to increase your team´s performance.

For this, other skills are needed besides being good with numbers and negotiation.

Here are some tips on how to increase your coaching skills:

  1. Keep the channel of communication open. Remember that everyone´s style of communication is different and…

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In the previous article, I wrote about how preparation is key for a good impression, but that´s just half of it.

The other 50% is the way you look and the way you communicate.

There are a lot of articles on what to wear for a business meeting. From completely formal to a more business casual attire. Every industry is different and the most important thing to remember is: aim to not under or overdress. The main idea is to make your customer comfortable and to look professional at the meeting.

The other aspect is communication and it´s where we´ll…

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Everybody knows this phrase and probably considers it common sense.

During a sales call it also matters a lot. However, it’s much more complex.

Let me explain: you can use the right suit, the right tone of voice, the right expression on your face, and still, make a terrible first impression.

Nowadays and especially during the pandemic, most people feel time is the most precious commodity they have. Therefore the amount of time they’ll give you keeps getting shorter all the time.

You need to grab your customer’s attention in the first few minutes or they’ll lose interest quickly.


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Being a father of two beautiful girls and also being a sales rep trainer for the past 10 years, I often asked myself this same question.

After having many “coaching sessions” (about values and skills), ultimately you have to let your kids keep learning and making their own mistakes when they grow up. If you did your job right, they´ll be happy and productive throughout their lives by being able to overcome the obstacles they´ll have to face.

With sales reps is the same thing: help them unleash their potential and continue growing.

For me at least, like many comparisons…

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I´ve been a sales trainer for the last 10 years and been involved in specialized sales (big Pharma) for the past 20.

Specialized sales is probably one of the most challenging: is not driven by any sense of urgency (no last minute offer). In fact most of our competitors promote a product with the same quality as ours. We must thrive on the “little differences” and magnify their impact.

One of the most common mistakes new sales reps make is to try to convince their customers that their product is the right choice, highlighting the “best” attributes of it.


Carlos Palma

Sales trainer, Coach, helping people grow

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