أنشئ حسابًا أو سجّل الدخول للانضمام إلى مجتمعك المهني.
Plan the sales negotiation
1 Plan the presentation from the point of view of the customer
· Try to identify the real needs (and not assumed): User uses a battery of
probing questions;
· Make the customer feel at the center of negotiations, basing on the benefits which would be provided
and not on the characteristics of your product;
· Remember that the current point of view of your customer is based on his experiences
past (both positive and negative they may be) and therefore this point of view is, for him, absolute;
change this point of view, to bring it close to your own, it will take force his
reasons;
· Adapt your moods and your ways to those of the client in front of you (empathy).
2 Create the client aware that there may be a "better future"
· Analyze, with the customer and not only that, the "current situation" (personal, professional,
structural) of the customer, through a series of questions;
· Locate, among the things that you told the customer, the item of greatest discomfort, inconvenience
for him, or the area of improvement that is most important;
· Presents the "better future" to your client, in the form of advantages and benefits of the
product / service.
3 Create and maintain high customer interest
· Quote one benefit at a time, between those who believe the customer can appreciate
most from the use of services or products;
· Make sure that the customer accepts talii benefits and they appreciate the value, initiating him to
associate at the price.
4 Communicate to the customer everything they need to learn more about the services or products
· List the advantages and benefits that the customer can get;
· Use booklets, drawings, graphics and anything else that may be useful to support
your arguments;
· Key features that ensure the realization of the promised benefits;
· Present with serenity the price because the customer poss right now, to associate with the
value of benefits;
· List active references that have already found that product or that service.
5 Explain the benefits of its services
· Be referred to as a logical consequence of one another.
· Show that the final benefit of the chain is the key objective of the interlocutor.
6 Handling objections
· If the customer puts any objection, stop your exposure and
listen to him;
· Use active listening techniques to better understand the nature (rational or
emotional) and address objection (to the product / service to the benefits, toward
you, to your company);
· Answer the objection briefly, but so strong and determined (it is more important to the
tone and the confidence with which you express yourself, which is not the words you use);
· Remember; an objection is expressed because they do not yet understand something, do not
because the waste is a problem.
7 If, during negotiations, the customer is distracted or inattentive
· Stop the slide show;
· Make a mental note of where you came;
· Use the event to reflect and assess if everything goes better or if you have to reiterate
some concept;
· Do not be influenced negatively by the interruption (phone, an external disturbance
a sudden visit), rather apprezzala for the opportunity that it offers, to reflect;
· After the break, both the customer expects to speak again;
· Listen actively and attentively, because, in the first moments after the break,
tends to expose concerns, doubts or insecurities, giving you the opportunity to solve a
your favor, the resumption of the negotiation;
· Demonstrate that you are listening actively using appropriate techniques;
· Continue your negotiation only when you believe that the customer is satisfied and ready to
listen again.
8 Complete the negotiation
· Do not use tricks or subterfuge, groped to conclude, in your favor, the deal; do not
you are dealing with a silly fool, but a person or an entrepreneur with his own
experience and intelligence;
· Look for signs of willingness to buy;
The customer or manifests a particular focus on some detail of your
product or for a benefit that struck him particularly;
o For a few moments, the cliene seems absent and begins to reflect the
look out the field (look out a window or into a door);
o The client begins to ask about any special grant conditions
delivery or payment in advance about the delivery time or other;
or poses new questions on price and payment terms to search
to get some relief or a discount;
or He leans forward, towards you, concerned with doing, leaning against the
desk;
Watch or a colleague or a companion with raised eyebrows with make
question;
Unconsciously or speaks as if he had already made the purchase;
or asks you to analyze the contracts or documents of order and raises questions about
their compilation;
Requests or assurances about the warranty, after-sales maintenance and
terms of future maintenance;
Do you or asks for further demonstrations or references;
or Continue without realizing nodding your statements or
arguments;
or poses questions that begin with "... and if ..";
Move your gaze or, alternately, from catalogs or the product to you and vice versa.
9 Once the order required - to remain silent and wait for the answer. Remember that:
· For each negotiation for granted by the positive solution;
· It is never too early to groped to conclude a negotiation;
· It is never too late to groped to recover a sale;
· Make at least three attempts before giving up.
