How to sell more: When selling to others who are sophisticated buyers that may have attended negotiation or sales training your sales skills or techniques may need some supercharging to deal with their tactics. Learning how to sell more takes your knowledge to be expanded as much as possible.
Negotiators will tell buyers that they need to do a few things to get their point across or to get the best deal. It is good to know that in negotiation classes they teach to:
- · Ask for more than what is wanted or throw in ridiculous demands above and beyond what should be normal for an industry or service
- · Stall with false time constraints or even seem to put off deliver, installation or even paying for a service
- · Use claims of others intentions or offers
- · Interrupt the sales person consistently
One of the first things that negotiators will teach is to ask for more than what is wanted meaning that whatever product that you have to offer will not be enough. More demands must be made in order to satisfy the ability to gain the order or the service. There may be a few things asked for above and beyond to get this “demand”:
- 1. A faster delivery time or altered time schedule
- 2. More warranty on the service or product
- 3. More service from representatives, delivery personnel, technicians, installers or the help desk
- 4. Customization in some way or another from the product or service
- 5. More quantity or the product
- 6. More discounts than normal or a list of discounts
- 7. More flexible payment options
- 8. Preferential treatment in some way or some fashion
- 9. Act disinterested, change the subject or act bored through a presentation or after the buying question is asked
- 10. Cash back or gifts (this is known as a bribe)
- 11. Any combination of the list above
Some instructors for negotiating will call these ploys “gambits” or tricks to get the seller to give more up than normal.
In some instances it is taught to overwhelm the seller with so many demands or gambits that they will have to give some of them up. Within this course it is taught to not put a value or level of importance to any of the demands as to make all of them equally important thus the reason they are all there. This is a common negotiating tactic.
There are also those who like to exploit new sales people and actually hope to get one who will bend as much as possible to get the sale. For the most part new sales people are not told about the games that some potential clients or buyers play. Going up against a professional buyer for a new salesperson may be difficult if these games are not shared or taught.
This overwhelming of demands is meant to tear the salesperson down as much as possible or demoralize them so that they cannot build momentum through the sales call or the negotiation. It is also hoped that the salesperson is desperate to make sales so that extra demands can be thrown in.
The is a play that people will make also and that is to be a jerk sort of speak to make them less human or difficult to deal with so that no common ground may be formed. Salespeople will find that the more difficult to build momentum or rapport in the sales call the more that it is frustrating and hard to figure out a game plan.
It is the belief on the part of the negotiator that the more that the buyer can throw you off, then more that you as a seller will have to give up in concessions to make the sale or to make the deal.
If you are prepared as a seller and know these games that buyers play you will have a greater opportunity to not be frustrated or thrown off while these negotiating tactics are being used.
You may have the best persuasive selling skills or tactics but if you do not know where potential clients or buyers will try to throw in a monkey wrench into your abilities you may find it difficult to make the sale.
In the next article we will take a look at the false constraints buyers or potential client will use.
As always I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
Photo credits: Business Man by graur razvan ionut, Dollars by worradmu