For those embarking on a career in sales, here are 3 missteps that as sales negotiation training specialists we hope you can avoid.
- Do not assume that price is the most important thing to your buyers. In fact, a recent study showed that the vast majority of large scale deals did not go to sellers offering the lowest price. Those buyers cared much more about the value of the solution offered and the long-term relationship with the seller.
- Do not assume that the more facts you present the more persuasive your offering will appear. Buyers do not need (or care) to know about the features of your offering unless it pertains to their specific situation. Analyze beforehand what will be of most interest to them and then focus on how what you have to sell fits what they need.
- Do not assume that successful selling is only for those with a natural talent for persuasion. Especially with technical or complex sales, it is your ability to communicate effectively with the buyer and find a match for their needs that will win the day. Personality can help, but it is certainly no guarantee of success.
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