Sometimes while negotiating, we put on a mask to get what we want. There are times that we are a wolf in sheep’s clothing and then there are those when we transform into sheep masquerading as wolves. Regardless of the personality, negotiating style or a set goal, good negotiators are always people with whom you want to do business and even more so if they are on your side.
Your salesforce might be the most effective one in the business, but before they can try their luck during a sales meeting, they need to make it happen first. And that is not always a piece of cake.
In theory, this seems simple: the salesperson conducts a sales call, steering the conversation so as to finalize the transaction. In practice, in many cases, it’s the client who dictates terms, pins you to the wall with price demands and a series of objections, and praises the competition. What are the most common errors in terms of keeping sales calls under control?
How many times have you gotten the classic “I don’t have time for this” or “I am not interested” or „I’ll think about it” response from a client you called? Most likely too many to count. There is another way and in this article I will show you how to make your client listen and ultimately make a purchase.
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