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    Sales Training - Your Price Is Right

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    Suvidha S
    The document provides tips and strategies for sales and negotiation, including understanding customer objections, closing techniques, negotiating tactics like making small concessions and unpredictability, preparing for negotiations by understanding the other party's needs and limits, and leaving the customer feeling they got a good deal even if you achieved your objectives as the negotiator. Key approaches discussed include addressing price objections, upgrading skills and strategies, identifying your limits before negotiating, and using different negotiation strategies like making incremental concessions over time or establishing deadlines.

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    Sales Training - Your Price Is Right

    Uploaded by

    Suvidha S
    57 views3 pages
    The document provides tips and strategies for sales and negotiation, including understanding customer objections, closing techniques, negotiating tactics like making small concessions and unpredictability, preparing for negotiations by understanding the other party's needs and limits, and leaving the customer feeling they got a good deal even if you achieved your objectives as the negotiator. Key approaches discussed include addressing price objections, upgrading skills and strategies, identifying your limits before negotiating, and using different negotiation strategies like making incremental concessions over time or establishing deadlines.

    Original Description:

    Pointers in the training

    Original Title

    Sales Training - Your Price is Right

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    The document provides tips and strategies for sales and negotiation, including understanding customer objections, closing techniques, negotiating tactics like making small concessions and unpredictability, preparing for negotiations by understanding the other party's needs and limits, and leaving the customer feeling they got a good deal even if you achieved your objectives as the negotiator. Key approaches discussed include addressing price objections, upgrading skills and strategies, identifying your limits before negotiating, and using different negotiation strategies like making incremental concessions over time or establishing deadlines.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    57 views3 pages

    Sales Training - Your Price Is Right

    Uploaded by

    Suvidha S
    The document provides tips and strategies for sales and negotiation, including understanding customer objections, closing techniques, negotiating tactics like making small concessions and unpredictability, preparing for negotiations by understanding the other party's needs and limits, and leaving the customer feeling they got a good deal even if you achieved your objectives as the negotiator. Key approaches discussed include addressing price objections, upgrading skills and strategies, identifying your limits before negotiating, and using different negotiation strategies like making incremental concessions over time or establishing deadlines.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 3

    Pointers:

    Sales is art as well as science.

    Everything come to us in form of


    ● Data (95% - lost in 24hr and by 7th day very little infor)
    ● Information
    ● Knowledge (practise in field)
    ● Wisdom

    Price objection:
    1. Exploratory
    2. Justification
    3. Better quality that buyer expected to purchase

    Joe Batton video


    For tough minded sales:
    Dedication
    Discipline
    Determination

    Burger approach
    Explain in package:
    Benefit, advantage, feature and nail down

    Add up all the benefits he gets from product


    Subtract benefits he won’t be getting in cheaper products
    Multiple with intangible qualities n satisfaction
    Divide price in smaller units in longer lifetime cost

    Still if customer is adamant give disc


    Established reputation of your selling can be one of your asset in determining value
    Savings in long run

    Concept for meeting


    T - Target person
    R - Resources
    A - Adverse Reaction
    P - Purpose

    Price objection stops so many sales ppl - creates confusion


    If you accept if the price is high, cx might take undue advantage or have trust issues
    8 by 73 survey
    8% people who close the deals n 73% of genuine customers allows you to meet them after 4
    objections

    Negotiation is a process we use to satisfy our needs when someone else controls what we
    want. It can be normal or constructive.

    ¾ population in the world buys and sells merchandise without a fixed price. They negotiate.

    Negotiation Tactics:
    ● Higher expectations
    ● Smaller concessions
    ● Unpredictability

    Upgrading your
    K - Knowledge
    A - Attitude
    S - Skills
    H - Habit
    S - Strategies

    13 points to successfully negotiate:


    1. Prepare: get all the possible information
    2. Identify your lowest limits before you start and then aim high and expect the best
    3. Put yourself in customer’s shoes: personality, pressure he is under, objectives,
    strategies (research, preparation and planning)
    4. Plan your initial instance very carefully
    5. Get the buyer to reveal his initial stance and full shopping list as early as possible
    6. Never give concession - trade it reluctantly (and preferably at the profit ) and justify each
    concessions you trade
    7. Keep the whole package in mind the whole time - keep searching for variables
    8. Learn to defend yourself
    9. Time has to appear on your side, not buyers side
    10. Do not make in a personal battle
    11. Leave the buyer feeling he has done a better deal, despite the fact that you are a good
    negotiator
    12. Summarize clearly and confirm quickly
    13. Never close the door completely even if the negotiation have failed you

    8 negotiation strategies:
    1. Salami - in bits and pieces
    2. Fait Accompli - try fluking
    3. Standard Practise
    4. Deadlines
    5. Feinting - deceptive move
    6. Apparent withdrawal
    7. Good buy / bad guy
    8. Limited authority

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