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Don't
NOgotiate, Negotiate
Master the science of good negotiating
Typically, closing a sale doesn’t always
happen as easy as we hope. It’s great when
it does, but there are times when the
prospect wants to negotiate. Sometimes, they
need to negotiate because they have a true
requirement that still needs to be
addressed. Other times the prospect just
wants to feel like they won something and
negotiate just for the sport because it
feels good when they win. Whatever the
reason, there are ways to handle a
negotiation that lets everyone win.
First, let’s review the negative side of
negotiating by discussing a typical
scenario.
You’re trying to close the sale when the
customer makes a demand that you cannot
authorize. So you run to your manager for
approval. With much prodding and begging,
the manager approves the demand but only
begrudgingly. Unfortunately, this often
results in a dissatisfied customer because
your company, or your manager, never really
wanted to grant the demand to begin with, so
the customer never really gets his demand.
One of the causes for these last minute demands is
when the sales rep starts to make last minute
concessions such as, “If you buy now we can be
more flexible with your terms,” or some other act
of desperation, like throwing in a last minute
discount. When you do this, you are asking for
last minute demands by the prospect because they
see an opportunity to negotiate. They think,
“Hmmm… If he’s willing to do that, then I can
probably get him to do even more.”...
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My brand new, 7-week old kitty, Sonny,
seems to like the heat from my Router. Actually, I
think he just fell asleep waiting for a call from
that "certain someone." Anyway, it's nice to have
his company as I write these articles for you.
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When to Hire
Your First Sales Rep
Be prepared when starting your new sales
organization
Recently I was speaking
at a conference in Vancouver when one of the
attendees approached me after my speech with an
interesting question. He said he was a technology
reseller and was getting very serious about
bringing his business to the next level. In order
for him to focus more on his business, he needed
to get out of the role of selling and completely
dedicate himself to running his business. His
question was, when should he hire his first sales
rep. Interesting question since you would think
that if he was ready to move forward, as he said,
then the answer was simple – hire the sales rep
now. But it’s a bit more complicated than that. So
here is what I told him.
There are several
things you need to consider when you hire your
first sales rep. These items will also benefit you
as you hire subsequent sales reps and build your
sales organization....
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PEAK
Sales Consulting specializes
in working with businesses to develop and
implement business and sales processes. Our focus
is to help businesses increase sales revenue,
reduce sales cycles, enhance lead flow management,
develop world-class sales teams, and create
customer retention strategies. PEAK Sales
Consulting develops Sales Process and CRM
strategies, provides sales coaching and training,
and offers sales technology solutions.
Visit us at www.PeakSalesConsulting.com
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and our mailing address
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