Having a good eye for when a sale degenerates requires intelligence and insight. Here are five red flags and strategies to perceive it and save a negotiation at risk:
1. The potential customer seems indifferent
A client who is interested in doing business with you always has questions and concerns. If he doesn’t openly reject, but also doesn’t have any questions, you should be vigilant.
To solve this problem, it is proposed to create more than one advisory relationship with clients. You can let him know that you are going to help him, either by solving his problem or by pointing the direction of another business that might be a better option.
Offering to help people find other vendors might seem counterintuitive to what a salesperson should do, but it goes a long way to earn a customer’s trust. Sometimes people are looking more for a purchasing advisor than a salesperson.
It is common for a buyer to feel that the seller is only interested in selling to you, and thinks that they omit some details or drawbacks of the product or service. Offering help finding other sellers demonstrates selfless help and has a big impact on a buyer’s trust in a seller.
Ironically, offering alternatives with an emphasis on helping can save the sale, and if you don’t, it still brings great benefits by strengthening the trust that customers have in you and that of course generates more sales in the future.
2. Offer promotions for a limited time
Generating a sense of urgency around a sale helps. At the beginning of the sales process, ask your potential customers some information to find out their time frame to buy the product, for example, if they have been evaluating other options previously or if your proposal is their first option.
You can find a way to finalize the sale by suggesting limited-time offers or discounts to create a sense of urgency around a sale. Evaluate a discount and apply a promotion for a short time, such as: 15% discount only today and tomorrow.
3. Sale to a company
When a company requires negotiate with your person For you to provide, you may start by talking to a lower-level employee at first, but be careful if they don’t put you in touch with the decision maker after a couple of conversations. This is probably a sign that the company is not taking you seriously about the purchase.
Overcoming that barrier can be challenging. The larger the organization you are dealing with, the more capable you should be of making a effective sales management. It is recommended to create a presentation that your initial contact can show to the top management of the company. You can also request a quick conference call with the senior person involved.
It is a difficult situation because you have to be respectful of the person you are talking to and do not weaken them because it is your bridge to a good business.
4. Price too high
People in general object to a price, because they think they can find the same product or service for less or because they assume that you are trying to sell them more than the customer needs.
If your competitors are offering a lower price, you should focus on how you can add value to your product. But if you are offering more than the customer’s needs, you may have to narrow down the initial proposal. You could also offer payment alternatives that facilitate or encourage the customer to buy, such as interest-free month-long products or a discount on their next purchase.
5. If you are asked for a proposal instead of a conversation
When potential clients ask for a proposal before agreeing to speak with you, it is usually a sign that they are simply collecting price quotes from different providers.
Before submitting a proposal, take care to know what the client is looking for and what criteria they use to make a decision. Coming to a verbal understanding on these topics increases the likelihood that you will get the sale.
The problem with easily giving a quote is that there is no possibility of them telling you what is wrong with it, so it is better to know what your client is looking for before you send them an offer.
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