If you can figure out which negotiating style you should use based on how your sales process has progressed, you can then identify how best to proceed from there. Here are three of the more difficult of the five styles.
Recently, a family doctor turned entrepreneur had a radical idea: Ditch the traditional insurance model and, instead, offer his patients membership-based care. Upon discovering this, Marketing Executive Shawna Hanson, of LocaliQ, saw an opportunity.
“Now just isn’t the right time…”. Even if you haven’t been in sales long, you’ve likely heard this objection from a prospect. Despite knowing the prospect’s needs, goals, challenges, and preferences, when it’s ask time, they say it’s just not the right time to buy.
The pressure to make a decision can overpower the doubt consumers may have when considering a product and make them feel as if they need the product or service immediately. However, who wants their business associated with negative feelings?
“Sorry, to bother you…” How many follow-ups have you begun with this phrase? You may be surprised that it’s a phrase you should actually avoid.
Yeah, you may have spent a considerable amount of time researching your next prospect on LinkedIn and a slew of other sites, but there may be one reference you forgot to check: your fellow salespeople. Brian Birkett writing for SellingPower points out that overlooking what your coworkers are doing can lead to multiple problems.
You product or service could be absolutely perfect for your prospect. It could fulfill every need, be a good price, and you got along with them swimmingly. But, even with all that, if a prospect says that now’s just not the time, what can you do? A lot, actually, writes Leslie Ye in a recent HubSpot article.
Salespeople know the importance of building value. But top salespeople actually become the value.
What would you say is the most important part of the sales process? Richard Smith, co-founder and Head of Sales for Refract.ai, believes that discovery calls are most vital.
Dishonest. It’s one of the words you want to be described as the least while pitching a sale, but is probably how you’re coming off if you’re trying to paint your product or service as perfect, no matter what. That’s the advice Todd Caponi gives salespeople in a recent SellingPower article.
When a new salon moved in downtown, Brittany Smith, an account executive at the Statesville Record and Landmark, heard that it was off to a rocky start.
Reps typically promote value to make sure they stand out from the competition. Doing so also helps rationalize the cost to prospects.