How to sell more using persuasive power of negotiating: Most objections lead to negotiation when it comes to sales. This becomes sales tip becomes more important the longer that a person would like to be in a sales career.
Sure there are plenty of books that you can read and courses that you can take but what if there was an easier way to learn the art of haggling?
If you want to be more effective why not watch people who have had to make deals for years on just about any type of property? The reason that most sales people do not sale more product or service is because they don’t know the next step to keep them in the deal or because they don’t know how to effectively select discounts or items to throw in or take away.
The skill of selling more and negotiating better does take some time to learn in real life. Yes you can go to courses or you can watch shows like:
- · Pawn Stars
- · Hard Core Pawn
- · American Pickers
Any of these cable shows can help you become more effective at bargaining or haggling for the sale or even to get your counterpart talking a little.
One of the items you will want to watch for is the body language of the buyer and the seller and even the phrases or questions that they use. Phrases in themselves are not all that magical but the words or the phrases that you pick up can keep you in the game for one more round. Frustration comes from not knowing the next step and some of the phrases used can help you in the future. If you hear or see something that you like keep a journal so that you can massage it into something you can use for your industry.
Remember most sales people stall out because they don’t know how to effectively implement getting to the next step. In most instances getting past the first objection is realizing that it may be time to see if the objection is about the numbers. Most sales people stop at “I wanna think about it” becasue they dont know the next step.
Knowing why people tell you that they want to think about it would reveal that some people just want a better deal but are afraid to ask and they salesguy or the salesgirl who offers the discount or something else to sweeten the deal through negotiation may just get it.
How to sell more by learning how to negotiate better
Learning how and when to talk is an art that can’t really be learned from reading about it is something that you have to do in real life but by watching shows that can help you see how to negotiate better you will learn a few things:
- · The first offer is hardly ever the best offer, this is true for most services and or industries
- · It usually goes three rounds or volleys to get to the meat of the negotiation before someone says yes or no
- · Once an offer is made keep quiet and let the other person answer, some people just talk too much and don’t know when to stop and it costs them.
- · Once you reach an agreement always “shake” on it, it gives an end to the negotiation and seals the deal for most people.
Negotiation and selling more works on hope
If you watch veteran product negotiators work with someone while they haggle they always put the seller in the hot seat when they are selling a product.
The question that they use is “how much were you hoping for”?
The word “hope” means that whatever is being asked for is not what number will be reached, it also says to the seller that they aren’t going to get what they wanted.
Now the question is how can you use that bit of information?
When someone wants a discount from you for your product or service you can ask them: “How much were you hoping for”? This is an effective line because it puts all of the pressure on them and it reveals their position.
Now the best way for all of this negotiating to work if you are selling or buying is to set a commitment to the possible discount or upgrade.
Understand that if you were to put sales into a mathematical formula it works out to be an if then statement.
If I do this for you, then will you buy it?
If X then Y.
Once the buying or selling question is asked it is best to let the other person answer the hoping for question. Remember to get a commitment up front before they answer. “If I can get the number to $_____ we are doing business right”? is one way that this commitment can be addressed.
In all in order to persuade others to purchase your product or service you will have to learn how to work with others unless you are in an industry or have a service that doesn’t need negotiation even then it would be good for you to know the necessities to get better at working deals out.
I would like to thank you in advance for your comments and or questions.
Now go implement!
Scott Sylvan Bell
How to sell more using persuasive power of negotiating video by persuasion expert Scott Sylvan Bell