Changes are often associated with uncertainty and raise many questions, especially in business relationships. Why are things changing? What does that mean to me personally? Can I handle the new realities? Is it still worthwhile for me to buy or continue using the product or service? How can I help the client through the changes without losing them?
Person-to-person sales rely on the communication and rapport between the salesperson and the client. This article is about how to use the right questions all the way through the sales process as a way of ensuring that you have understood your business partner, that you are getting proper feedback and that you are connecting with the client as a person and as a partner. It is an amazingly effective...
When you’re going to send someone an offer, don’t just put it in an envelope and stick it in the post box, save yourself the 50 cents! This golden rule was created by Brian Tracy in the late 20th century. Times have changed and today hardly anyone sends offers by traditional post, but the rule itself still applies.
The process of preparing for negotiations and its significance can be summed up in the following sentence: ‘51 per cent of the negotiation process should happen before the bargaining begins’. What contributes to this 51 per cent? The basic principle for every negotiator is System Thinking and Acting (STA). We will describe this here.
The four basic ‘NO-assumptions’ in negotiations are: DO NOT defend yourself, DO NOT attack, DO NOT argue, DO NOT negotiate the price. If your partner in negotiations presents you with an unexpectedly good offer at the very beginning of a negotiations, don’t accept it; negotiate. Don’t focus on your negotiating position or on your partner’s position; focus on the differences between the negotiating...
Henry Ford once said that the secret to success lies in being able to adopt the point of view of others and look at things from multiple points of view. As a salesperson, you can treat these words as your main motto for the sales process. And then you’ll definitely succeed!
Persistence pays in the sales profession. According to a study by InsideSales.com1, salespeople should attempt to contact a potential prospect at least six times. Another industry survey2 found an average of eight attempts needed to succeed. Yet another analysis3 showed an average number of 16 interactions recommended to reach targeted prospect accounts.
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