Performing a SWOT analysis (Strength, Weaknesses, Opportunities & Threats) before a negotiation can help lead to a successful outcome. Combining the customer’s strengths and opportunities could give you key leverage points to offer creative ideas while selling your products or services.
Sales Strategy & Methodology
A Sales Strategy is comprehensive and uses a methodological approach to make sure you get your products and services in front of the people who need them. It becomes your operating plan for your sales organization. These posts can aid you.
Even if your existing customers are as loyal and fanatical as football fans, you still need to win new customers all the time. Here are five unique and proven ways to do it:
The customer sales cycle isn’t what it used to be. Online searches let customers learn much more about you before — or if — a salesperson ever enters the scene.
That’s why just about every part of the customer experience needs to be outstanding or unique: You never know when someone will decide it’s time to become a customer.
Try these proven ways to bring in new customers:
Everyone can benefit from applying creativity.
Start by defining the problem you want to solve. This is your creative challenge, and it expresses where you want to end up. Like the picture of a finished jigsaw puzzle, the creative challenge will help you develop new ideas and improve existing ones.
Customers often say one thing and mean something entirely different — and expect you to satisfy some unsaid need. Fortunately, you can read intent in body language. Here’s what to look for.
Often, gestures speak much louder than words. While it’s important to always listen closely to customers — and colleagues, for that matter — you should also pay attention to their actions and reactions, according to recent research.
Then, if something doesn’t seem on the up-and-up, ask more questions to clarify the person’s intent.
Those skilled at the art of customer negotiations have a wide range of behavioral profiles and are flexible in their approach.
But there are 13 beliefs they have in common:
- Prepare and plan with great care. Successful and average salespeople usually invest the same amount of time in preparing for a negotiation. The difference lies in how that time is used. A skilled negotiator develops a wider range of options and outcomes than the average negotiator. He or she also calculates the cost of any concessions for each solution to avoid impulsive and expensive mistakes in the heat of battle.
Understanding what’s going on inside the customer’s head is more important than anything else you’re trying to accomplish. Thinking like a customer isn’t just an interesting option – it’s a requirement.
Here are eight mistakes that will keep you from understanding and responding to customer needs — and cost you sales, according to John Graham, sales consultant. Share them with your team — especially your salespeople:
There are seven words that strike fear into the heart of your salespeople.
They are: “I am happy with my present supplier.”
Some salespeople move on as soon as a prospect utters those words, accepting the idea that they can’t overcome a well-established relationship.
Relationships give competitors an unfair advantage. They simply provide competitors with far more access to prospects than other salespeople would have. From the outside, a well-established relationship can look invincible, but from the inside looking out, it may not look nearly as secure.
Here’s what prospects aren’t telling you:
Sales success usually begins with the ability to ask good questions and then listen — really listen — to the answers. Some salespeople fail to ask the right questions. Others ask the right questions but don’t listen properly to the answers.
Questions give salespeople control and credibility. They help the prospect uncover or reveal their real objections without any pressure from the salesperson. Questions also shift the focus from the salesperson to the prospect, where it belongs.
One of the objectives of questioning is to get the prospect to do most of the talking and become emotionally involved. Prospects usually find it flattering to give opinions and have someone carefully listen to them.
The selling activity that occurs within a booth at a local or national trade show is a microcosm of the everyday strategic sales call. The salesperson establishes credibility, understands the customer’s needs, conveys the value of his/her solutions, and secures a commitment to move the sale to the next step.
Salespeople at trade shows try to perform all those functions in a very condensed window of opportunity. Just like in a regular sales call, if someone is not the least bit curious about who you are or what you can do for them, they may not want to spend any time with you.
Some executive-level customers aim to intimidate customer service or sales professionals just to maintain an upper hand in business relationships. But you can get your point across and build credibility in those situations via three steps.