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I interpret this question as:
At any given point in time, is every sales person prepared for negotiations during his interaction with the customer?
The short answer in my view would be: Yes, a well prepared sales person is always prepared for negotiations and has already analysed and her or his limits as for how far they are willing to stretch in a negotiation to close a deal.
This being said, I think it would be fair to assume that a good portion of sales people will not be adequately prepared for a negotiation situation if it is early in the opportunity management process, as it is common practice to negotiate at the end of the process right before closing the deal.
It is good sales workmanship to reserve the negotiations to the very end of the sales process, only to be held after the client has the full understanding of our proposition and value added. Only then can the final negotiations be a win-win situation for both parties.
Hope this helps.
Yes, every sales person should be ready for negotiations at any point in time.
Many salespeople are afraid to stand by their price structure because of a single mistaken assumption: "If I refuse to negotiate my price, I'll lose all my customers." The reality is just the opposite. If you aren't prepared to defend your price, your customers will lose respect for you
In any successful negotiation you are concerned with three key elements
Your own objectives
Other person's objectives
Basis for negotiation
Thanks for invitation ,,
yes
With Best Regards
Do you mean should a salesperson be prepared for questions at any time? If so, the simple answer is yes.
