Sales and Negotiating Training

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If you are a natural salesman, you’re lucky! For the rest of us, we may feel awkward or unnatural as we try to convince someone of our benefits and invest in our businesses. It doesn’t have to be difficult, however. You can easily learn to be a more effective salesman and negotiator, especially if you are willing to go through a little coaching or training. Learning to convince people of your worth is one of the tenants of a flourishing business. Here are a few ways to step up your game:
1. Know what you want before you go into the meeting. Whether you are attending a network event or sitting down with a client in a private meeting, before you pitch anything, know exactly what you want out of the exchange. Know what you want to sell them and what kind of negotiating you are willing to do. This will make you much more confident as you go into the meeting.
2. Know your negotiating points. If you are not willing to budge on price, but might be willing to throw in a very inexpensive extra product or service, make sure you know that beforehand. You don’t want to be stuck in the moment trying to decide whether or not an offer would fit your needs. Don’t be afraid to ask for concessions on your client’s side, too. If they don’t want to pay the full price of something, they must also be willing to lose some of the benefits or functionalities.
3. Find out what your client or customer wants. Once you have a very clear picture of what you can offer that potential client or customer, find out what his needs and wants are. Figuring this out will give you the best idea of how to approach the sales pitch. Proving that your business can fulfill those needs is the very best way to make a sale, especially if you want to cut down on negotiating.
4. Ask plenty of questions. You want to phrase your sales pitch as a solution to the customer or client’s problem. Ask pointed questions that direct your customer towards understanding the value of your product or service. Be sure to listen to their answers and take those things into consideration as you continue through the sales process.
5. Finish off with a written agreement. Especially if you negotiate and the other party makes concessions, write the deal down and sign it before ending the meeting. This protects both of you from misunderstandings.
6. Know what you should not do. Do not be too willing to make concessions or to throw extra things into the deal, just to make the sale. Making the sale will be worthless if you won’t actually make money on it. If you were too focused on making the sale and not focused enough on ensuring it was a profitable one, you could lose money on the transaction.
Written by
Gerard O’Donovan
CEO and Founder- Noble Manhattan Coaching –   www.noble-Manhattan.com
CEO and Founder  -International Coaching News –  www.international-coaching-news.net
CEO and Founder -Westminster Indemnity –  www.Westminster-indemnity.com
CEO and Founder – The Alpha Group –  www.the-alpha-group.biz
President – International Institute of Coaching and Mentoring – www.iicandm.org
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