It's a cutthroat commercialist
world we're living in; and in order to survive, sales negotiation
training is absolutely essential. Whether it's a business
arrangement or a personal transaction, how well you negotiate
can spell the difference between profitable gains and financial
disaster. Here are some sales negotiation training guidelines
to keep in mind so you're never at the losing end of a deal.
Common sense dictates that the
better the product and/or service, the lesser you'll be wanting
for customers. And if the price is right, they'll come in droves.
But this isn't a perfect world, and there will always be a better
price, a better commodity, a better competitor than you in the
market. So the best way to stay one step ahead is to make your
product unique. How? By making yourself unique.
You, the seller, are part of
the package. If you can't be the best or the most affordable,
get back by being creative. If you can make the buyer's purchasing
and bargaining experience quite memorable for them, rest assured
they'll be back for more.
Be truthful about what your customers
should expect and always get to the point. Don't bore your buyers
with long-winded sales pitches. Cut to the chase and let your
product/service do the talking. Build good rapport so that buyers
will see you as dependable and someone they can trust so that
they will be more than willing to part from their hard-earned
If your buyers are happy, they'll
tell their friends about it, and their friends will tell their
friends, and so on. Your business will have grown exponentially
by word of mouth, and all because you made a customer satisfied.
Customer service should be your
top priority, and buyer satisfaction ought to be paramount,
but only within reason. You have yourself to think about as
well. Give in to every whim or demand and you'll be closing
shop long before you close a deal. Take control of the negotiation
process. Remember that buyers nowadays are market-savvy and
they'll come prepared to whittle you down to the bare minimum
while snatching as many concessions as they can get their hands
A smart buyer will wait for you
to talk first, but if you can get them to name their price first,
then you hold the advantage. Try asking about their budget.
They will give you the lowest possible figure, and it's your
job to make a balance between what they are willing to pay and
how much you are willing to accept.
If a compromise cannot be reached,
know when to say 'no.' Don't treat a deal like your very life
depended on it. If you can show the customer that you are able
to walk away from a potential sale, then you hold power over
them. Believe it or not, they will respect you more for it and
may even return to do business in the future. Buyers won't want
to deal with overeager sellers who fall apart so easily and
try too hard to please.
Just as it does for sellers,
sales negotiation training works for buyers as well.
If you are the buyer, having other options is the trump card
in any negotiation strategy. Never appear desperate and needy
or you'll have practically given the seller permission to milk
you for all you're worth. Know also when to walk away from any
product or service. If you can do that, expect more trading
to tip in your favor.
So next time you find yourself
at the negotiating table, wear your sales negotiation training
like a badge and negotiate your way to a better deal.
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