As a sales comes to it's culmination the buyer may ask for concessions – often a lowering of price. What is the salesperson to do? Hold her ground and maintain the price and the profitability or find some way to respond positively to the buyer’s request?
Should negotiation play a part in the salesperson’s tool kit or is it an invitation for price cutting?
Scott and Bill believe we have very different points of view on this topic, so let’s see there are some fireworks as we discuss Negotiation Training for Salespeople: Point-Counterpoint. All that and more on episode 426.
When should you negotiate?
Order “The Art of Prospecting: Your Guide To Get In The Door” is finished and is available in all formats. I’m really excited Steve's book is finished. It’s his life’s work and I am confident it will help take your skills and abilities to the next level. MORE HERE>>>https://theprospectingexpert.com/buy-book/“Steve Kloyda is the prospecting expert and has created a power-packed guide for sales professionals at all experience levels. If you struggle to fill your calendar with quality appointments, you need this book! It will give you a step-by-step system for reaching busy executives, generating interest, and ultimately making more sales. What I like best are the relevant examples and scripts that show you exactly how to apply his ideas to your daily sales efforts. It’s one of the few books I’ve read multiple times, and it’s sure to become a classic.”—Jake Atwood, President, BuzzBuilder, Inc.
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In this new episode Bill and Scott will discuss the strategy of Negotiation Training for Salespeople. It includes:
- When should you negotiate?
- What’s the difference between negotiation and selling?
- Is cutting the price to win the sale negotiating?
In our book study this week we are discussing Chapter 9: Implementation Lessons from the Early Adopters, in the book The Challenger Sale :Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson
This week's Sales Nugget: Don’t describe your differences with the competition, make the customer value them.
This week’s Sales Quote: “I have one thing that's not negotiable. I demand that we meet your interests. The reason we want to meet your interest is that if we don't meet your interest you won't meet mine and I'm a real selfish guy. I want my interest met.”– Bob Woolf, sports agent
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Thank you for listening to the episode. Your commitment to developing your selling skills, mindset and techniques is our motivation. Find show notes at http://www.getinthedoorpodcast.com.
Bill Hellkamp – See my LinkedIn profile and send me an invite Visit my website: http://www.reachdev.com/
Scott “The Professor” Plum – See my LinkedIn profile and send me an invite Visit my website: https://www.mnsales.com
- Book study: Challenger Sale. Amazon – CLICK HERE
- Buying Steve Kloyda’s book – The Art of Prospecting – CLICK HERE
- Steve's FREE Tactic: Communication
- Bill – Article: How A Salesperson Can Build Negotiating Leverage