How to sell more: learn how to negotiate better part 2
When you are against buyers who know about negotiating it may be difficult for you to know how to sell if you have not had good sales training.
The biggest ploy that a buyer can have is to act like they do not care about what is going on. The less they care the more you have to work to get the sell.
If you are going to learn how to sell more you will have to be able to identify what games buyers are playing. These games can be frustrating if you do not understand what the buyer is up to.
How to sell more: Get the answers that you need.
One of the hardest things for salespeople to do is when to know if they should walk away from a sale. When a buyer will not answer your questions or plays coy just about the only thing you can do it set the person straight about what you are there for. If the buyer will not work with you the best thing that you can do is walk away. Your ability to walk away could be one of the most underrated persuasive selling skills that is not utilized enough. This sales strategy works the best when the buyer has called on you.
One of the toughest items to get out of a buyer is their budget. Without this information they can maneuver at the end and play all sorts of games by saying that what you have designed is not to the specifications that they want. You have no ability to lock anything in without a budget or information on the project as for you to design the product or service. The more that they are vague about what they want the more they get to squirm out of agreements. If you do not ask the right questions here you will not have the right amount of agreement at the end when you need the leverage.
Persuasive selling skills require you to ask the difficult questions including:
- · Budget
- · Timeframe specifications
- · Who is involved in the decision
- · What it is that they want
How to sell more: Keep your momentum
When it comes to experienced buyers one of the toughest games that can be played on not just new salespeople but also salespeople that have been out in the field for a while is when they are not allowed to keep a momentum going. This dreadful task can be done in a few ways:
- · Asking questions out of order
- · Constantly moving the location of where the meeting is taking place during the meeting
- · Interrupting the meeting by leaving or answering a phone call
- · Giving you an unrealistic time constraint for the meeting
If a buyer can break the momentum or pace of your sales call they can destroy your presentation. This happens often if there are multiple people out to talk about the product or service and the buyer has gathered a bunch of information that could be right or wrong. It’s not uncommon for buyers to gather all the information they need from the sources and then shop on price. If you are good at what you offer chances are your product is not cheap. Getting used and abused by a buyer sucks and leaves you wishing that you would have remembered your persuasive selling skills training.
When a buyer breaks your meeting up by moving you through different locations it is tough for most salespeople to gather their thoughts from being thrown off balance. This may be similar to a buyer leaving your presentation or constantly interrupting what you are doing. The constant changes require a salesperson to know their services and scripting well enough to tackle this buyer and then use persuasive selling skills and talents.
There are salespeople who have been bitten by buyers who give unrealistic time constraints when it comes to how long is allowed for a presentation. They may start out by saying “lets cut to the chase, how much is your product or service going to be. I have a vendor who get my widgets for $75 each so what can you do”? If you do not know how to reverse the situation in the right way you will fall for this trap. Learn how to reverse on the buyer at this point and you can beat them at their own game.
How to sell and deal with end game ploys
Has this ever happened to you?
You meet with a buyer and you do everything you are supposed to, you get the answers that you need, you know what product will fit their specifications and even got the agreements and confirmations you needed up front and then…
You are just about to roll out your perfect solution ..
And then they say “can you just email me the information”?
And you say “sure”
That sucks… They knew what they were up to and you are about to find out.
Either the buyer is scared to tell you no or they are scared that you will have a solution to their problem and they know that they are going to buy.
This is a huge revelation about how people will play games when they negotiate. Know that this has been done to destroy your momentum and may be used with other ploys or may be used as a standalone sales game. Any time a buyer can break your momentum your chances or regaining the sales without discounts or other concessions will be difficult to say the least.
If you email the proposal good luck ever being able to close the call with ease, you have just become a commodity and have nothing left and the buyer who is negotiating the product or service knows it. Find out up front how they make their buying decision and get your confirmation of what will be done early not late.
If you have implemented your persuasive sales skills you will ignore their request and keep going or leave without giving them their information. In some instances this buyer already had a vendor in mind and they were just confirming their purchase by gathering your information. You had better get everything that you need out of this call or be bold enough to call the buyer out on their b.s. and you may even have to walk away.
Don’t put up with people playing games with your time especially if they are after free information and never plan on doing business with you.
The last on the list is when there is an unrealistic amount of last minute demands or items that need to be thrown in because that is what it is going to take to sell the job. You will have to check before you roll your price that you have designed what the buyer needs and get confirmation that is all that is wanted. The roll your price after you have the proper commitment.
As always I would like to thank you in advance for your comments and or questions about how to sell more when others negotiate against you.
Now go implement!
Scott Sylvan Bell
Corporate Woman Giving Hand Shake by photostock, Shaking Hands Over A Deal by savit keawtavee:Photo credits for How to sell more, learn more negotiation skills part 2