The Master dealmaker and Super-salesperson-The negotiator’s playbook

By Prinesh Pillay

 

  1. Know your customer’s business.Customers expect you to know their business, customers and competition as well as you know your own product or service. Study your customer’s industry. Know it’s problems and trends. Find out who his biggest competitors are. Some research tools include the company’s annual report, trade publications, chamber of commerce directories, and the company’s own brochures, newsletters. One step further, visit the customers premises.. get a feel for the offices, the ambiance of the office to be able to relate to the customer.
  2. Listen more, talk less:The ears of a sales person is vital to deal making. The ability to listen and pick up on the subtle messages from the customer is the main artery of deal making. Over powering the client and disseminating your well prepared sales pitch could prove to be disastrous. The secret in perfect sales is to use the arsenal of USPs, benefits of your product /service in a way that resonates with the customer and their current challenge.
  3. Take notes.Don’t rely on your memory to remind you of what’s important to your prospect. Ask upfront if it’s alright for you to take notes during your sales presentation . Electronic is the way forward as you are able to email the notes to your team and edit easily as desired.
  4. Answer objections with “feel, felt, found.”Don’t argue when a prospect says, “I’m not interested”, “I just bought one,” or “I don’t have time right now.” Simply say, “I understand how you feel. A lot of my present customers felt the same way. But when they found out how much time they saved by using our product, they were amazed.” Then ask for an appointment.
  5. Ask for feedback.If you want to improve your sales pitch / presentation or your relations with your customers, ask them what you need to do to maintain and increase their business. “Many customers have minor complaints but will never say anything. They just won’t buy from you again, If you ask their opinion, they’ll be glad to tell you, and to give you the chance to solve the problem.
  6. Be sincere. Be humble. Be confident.Time and time again, you will win people over with these 3 characteristics. Granted these are not traits you are born with, but, the necessary effort in self-development and in depth knowledge of your product/service ! it’s a winner.

 

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