Telesalestips for the week 30-05-99

Negotiation

What is negotiation?

The art of negotiation involves the application of skills to seek
acceptable solutions to agreed problems. It starts when the need of the
customer is identified and a possible solution isolated.

Negotiation allows both Salesperson and customer to achieve their
objectives. It is a skill to encourage agreement at a particular point
in the sales presentation. First the salesperson and the customer must
be willing to participate in order to negotiate.  If the customer is not
interested in your product or service you can't negotiate. Success in
negotiation depends upon the sales person identifying the situation.
The successful negotiation is the one that wins the sale, but in which
the customer believes that he or she has the advantage.

Key principles to keep in mind

1.The key to negotiation is compromise.
2.Stop taking advantage of the customers.
3.Sell them only those products and services you know will be of
advantage to them.
4.Never argue with the customer.
5.Always use strategy when coutering objection. Use questions to find
the real reason why the customer is resisting your proposition.
6.Honesty and Integrity puts you in a better position to negotiate.

Allow customers to do most of the talking.  Never frustrate the customer
by declining to answer his or her questions.

The salesperson involved in negotiation needs to learn to handle the
situation in which the prospect asks for a concession that cannot be
given.  If you are not prepared for this circumstance the customer can
gain upper hand in negotiation. Relationships play an important factor
in negotiation. You must aim to keep this relationship balanced.
Emotional responses must be controlled. The effective negotiatior allows
the other party to satisfy her or his emotional needs. A failed
negotiation can usually be blamed upon the salesperson's lack of
knowledge or an underestimation of the prospects knowledge or skills.
Another key factor to keep in mind is to negotiate with only those who
have decision making authority.

How can you be a successful negotiator?
1. By keeping your aims high.
2. Make sure you recognise customer needs before you start bargaining.
3.Be aware of your objective at all times.
4.Never make hasty decisions.
5. Always look out searching for alternatives.


Sales Thought of the week

Success is achieved by people with extreme presistence.  W.saga.

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