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Sales Techniques

The 5 biggest secrets to sell

1. Soprattutto we sell!
First of all we sell, the first people to buy your product or service, you must buy. What they’re saying, how you say it, how it presents and especially how it feels. See also means making the customer feel important, secure and relaxed.

For this you need to invest in them. The appearance counts for a lot of sales in the world, because you will begin to sell even before opening your mouth. And later, speaking with the customer will continue to sell your image.

Be clear when you speak, you speak in a simple, clear and safe you will give the image of a professional.
Do not talk to the customer, but talk with him. Do not let go long monologues, look for the box.
Make your presentation, but the protagonist of your story will always be the customer, not you or your sales.

2. The ‘Listening is an art

Listening is one of the things that many people seek, even unconsciously; many are looking for someone ready to listen and to make him feel important.

Wait a second before you speak, a second is short, but tells the person you’re talking about that you paid attention to what he said.

Listen to the words, but use your eyes. Note the body language of who is talking, what is your attitude? It is relaxed, anxious, sure?

Look at your partner’s eyes. You should try to establish a rapport with the customer. However, you can not do that if he talks to you while you watch the monitor of a computer or something. You need to look into the eyes who speak to you.

3. Ma must also speak
To make a good presentation of a product will need to write a full speech, then cut in half the presentation, leaving only the most “powerful”. We usually say a lot of unnecessary things that do not affect the customer and often bored. Stating the facts and always put the customer at the center of the presentation. Do not talk any more than necessary!

Beware of jokes, if you do them, make them up yourself. In this way you will avoid offending someone and help to establish a connection with the customer.

If your presentation using PowerPoint slides that appears and make sure that they are appropriate to the sales presentation. If you tell a story or want to excite the imagination with the client to display slides avoided with rational numbers, graphs and percentages.

4. La sale is emotion
Today the customer has replaced the basic needs of food, shelter and clothing with two great desires: to feel appreciated and respected. In other words, to feel important. This is the key to the sale.
It starts from the name. You will need to pay close attention to the name of the client. Write it in the wrong way or worse call by another name; you will demonstrate that you do not give importance. It is the name of each of us, when used correctly, one of the most useful expressions in the sale.

Go to the heart of the matter. Remember, people buy the certainty of not having to worry about buying, be sure that what you buy offers you something that will get better and not cause problems. In other words, people buy the facilities. You have to sell is comfort.

During the conversation, others praise, praise your customer, but never yourself or your product. During the negotiations the client thinks only of himself, what it means to buy for him, as it will be that object, which will give you benefits.

During the negotiations, always use good manners, “thank you”, “customer name” and “greetings to family members” are the best weapons to start or to conclude a deal.

5. Ispirate confidence
A good rule of business is “if you do not get the first 5 minutes, it was already late.” Punctuality is to tell the customer “you are important to me,” punctual shows that you are reliable and predictable. If your clients will trust you will increase the perceived value of your products.

Be methodical in terms of schedules, habits and behaviors. People must know who you’re dealing with. Do not be moody and try to avoid mood swings. This increases the feeling of safety and comfort perceived by the customer.

Providing help and assistance to vendors who work with your business. If you have sales staff or employees, be interested in them. Help them when you can and involve them directly in the activity. All of this will reflect positively on your business and your customers. A seller who cares about the business work better.

Certainly for some people to adopt these simple “measures” necessary to sell, can be awkward, but I assure you that the only way to grow the business and move forward in life.

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Sales Techniques

An experience that help to develop

Which brings us to the second advantage of the failure. Consider the four statements below and choose one:

  • The failure increases your level of maturity and makes you realize what to do to get better results.
  • Negative experience is formative.
  • The rejection is the negative signal that you need to understand what must change.
  • The failure is a source of creativity and gives you the opportunity to try new ideas.

You would not feel as if you had known before slaughter as it was likely that this happens. Now you have more confidence with life’s difficulties.

You should get to the point that a negative experience can upset only because it is less understood than they had imagined. And from this experience you need to learn a lesson: “… You do not think to succeed just because you have a certain charm? It may be that you are not yet mature as you think you be able to cope with the difficulties that arise and that you had not programmed. Now do not start to feel depressed, frustrated, defensive and defeatist ideas. You deserve the success. Maybe you just need to face some problems still, overcome any obstacle. ”

What better than offering a failure, to experiment with new ideas? Imagine for example being at lunch with a potential customer and have the impression that there are no further problems. You understand that it has developed a good relationship with this person. You’re probably thinking to try a new technique for closure rather aggressive with this customer is ready to buy? Not the right time.

So, the only time that leaves room for experimentation with new ideas is the failure. However, in an attempt to avoid further difficulties, you may find yourself on the defensive. Consider two types of people:

  • Those who, when faced with failure, they think, ‘Oh my God, what I still have to suffer? “
  • Those who, in the same situation, they think: “What better time to experiment with new ideas?”

For example, a seller of life insurance has just learned a technique of closure is very aggressive. It is located opposite to a client with whom he attempted to close five times without success. Is not that the last technique, and decided to try it. It presents potential client to sign a letter, the letter says: “Dear Mirko, I listened to his arguments for five times and decided I did not buy any insurance on the vine.” The customer says, “Okay, I sign, but who will exhibit? ” The seller replied: “To his wife, when she is dead.” This technique is not one of the best, although it is difficult to judge the effectiveness of something without having first tried.

From today, so whenever you feel depressed for reporting a failure, ask yourself: “I learned something that I can put into practice?” Too many times people ask, “Why have not I been successful?” Each of us has doubts about their ability, at least on a subconscious level. If faced with a failure we ask, “Why can not I?”confirm our doubts, we forget our strengths and we lose our enthusiasm.

Gianni brings home a bad report card. His mother says that it will not sign it and show it to his father. He goes into the studio of his father, thinking to himself: “Because I had such tremendous results? Do not have a good method of study. I’m not committed enough, I’m lazy and maybe are not so smart.” So he says: “Dad, here’s my report card.” The father takes a look at the scoreboard and say, “Gee, boy, you do not have mica joking!”

Then, looking better ratings, the father gets angry and explodes, saying: “You have no method of study, the school does not interest you, you’re lazy and stupid!” As I leave the study Gianni is no longer any doubt. E ‘firmly convinced that he will never. From now on, when you have a failure, think of being lazy and stupid. When you succeed in something will think: “It ‘was an accident or a fluke.”

Gianni’s father would not have had to reinforce the doubts that the boy had on his abilities. Sometimes we go back to being as vulnerable as children, while trying to start a new activity, or for example, we ventured into other activities. At some point, if we fail, we ask, “Why I got in this mess?”, Starting in this way to confirm our doubts and get ready to not try anymore.

Think of Thomas Edison, who invented the light bulb, but at first could not find a filament that would last long enough to make his invention commercially. Tried and failed thousands of times. One day they asked him: “Mr. Edison, tried unsuccessfully many times, not discouraged?” The answer was: “No, not at all, because I’ve had thousands of failures. I simply find thousands of solutions that do not fit.” With a positive attitude towards the failure of Edison today we have the light bulb.

Edison failed many times before finding a filament that lasted enough. And every time he asked: “What did I do right this time? Why the filament lasts two minutes? Because that lasts five minutes, how can I make it last seven?”

What is your attitude to failure? What do you think when something goes less well than you imagined? What thoughts go through your mind when you can not reach your goal in the time that you had planned? Your attitude towards failure determines your mood and quality of results you can achieve. In fact you can report a failure only by acting in two ways: by not trying or giving up. There are other cases. You get less than you expected. However, even in this case you will have some success. Consider your strengths and renew your enthusiasm by asking: “How I managed to get to this point?”

Remember the reasons why you have taken. Think about how you acquired the last customer, what are your qualities and how you have developed. Once you remember your strengths and renew your enthusiasm you are ready to try again.

Before you try take a break and ask yourself: “What can I do to improve?” It is essential that you succeed the first time. The important thing is that you become stronger, develop your skills and eventually arrive at the finish.

Here’s one last example on life insurance:

“Hi, Guido Rossi of Equitable Life. The might affect the purchase of life insurance?”
“I’m sorry, Mr. Rossi, but I have everything I need.”

What did I do just to be able to keep the conversation for three seconds? I found a partner: then try “Hi, Guido Rossi, the Equitable Life. The might affect the purchase of life insurance?” “I’m sorry, Mr. Rossi, but I have everything I need.””What did?” “I have insurance cover worth 10,000 euro.” “I understand, thanks anyway and see you.” What did I do right this time which made the phone call last nine seconds? I asked a second question. I was more successful, so I have more enthusiasm than before and try again.

“Hi, Guido Rossi, the Equitable Life. Would you be interested in purchasing a life insurance policy?” “I’m sorry, Mr. Rossi, but I already have one.” “What kind?” “E ‘insurance worth 10,000 euro.” “So I guess that does not intend to stay dead for long.”

Perhaps it is not an appropriate technique, but the only way to be sure is to try.And what better time to try new solutions when there’s nothing left to lose?

Categories
Sales Techniques

Ask to Sell

Often the outcome of the sale is concentrated in a few minutes of conversation, so if you want to sell something we should first try to attract the attention of our party and steal his real interests and needs. In fact, when you interact with another person must first understand who you are in front, enter his world and only then can we bring our ideas and make them accept.

The only way we know the reality of another individual in such a short time is to ask him intelligent questions. Avoid then, the long monologues and opt for a conversation “active” participant in making the other party.

The best way to implement this strategy is to impose time limits. For example, impose not to speak for more than 60 seconds without making sure the other person is a participant in the conversation.
But how can you verify the participation of the potential buyer? Simple with the use of questions. ‘S use of questions in the sales process is critical, because the way in which a question arises has the ability to influence the response expressed by the customer. In fact, the question can be formulated to elicit information on ‘buyer or to rational or emotional effects arise sull’interlocutore. During the early stages of the conversation you should ask questions that show facts and general information, not to embarrass the other party, to create a rapport and dialogue, and then you can ask deeper questions that require answers more complex and engaging.
Questions can be divided into:

Open Questions

Such applications allow callers to speak freely, so thanks to them we can use to acquire information, uncover needs and motivations of ‘party.
Open questions generally have the following characteristics:

  • Can not be answered with a yes or no
  • They begin with: when, what, how, why, where.
  • Require a response
  • Promote dialogue
  • They build a rapport
Closed Questions

Closed questions have the opposite characteristics to the open questions. Closed questions unlike those just discussed limiting the dialogue because they require answers brief and concise. It best to avoid such questions only in specific cases.
Generally, closed questions are used to:

  • Obtain feedback during a dialogue
  • Obtain specific information from the client
Clarifying questions

Clarifying questions are used to verify the exact understanding of what the client says and to show the buyer to have implemented its requirements. This type of question is reformulated with different words, more clearly or more concisely, the concept expressed by the customer. Clarifying questions also allow you to follow in improving the customer rapport. A good question can be enlightening: “If I understand correctly, you mean ….”
Generally are used for clarifying questions:

  • Express the concept in your own words and get approval from the other person
  • Clarify certain definitions used in the interview
  • Clarify what you mean the other person with words like “never” or “always”
Applications for Development

Applications for development encourage the person to process what he just said or stated. Such questions are usually placed immediately after a question of clarification. In fact, after having obtained confirmation that you understand the customer needs, through the use of a new application, you can make some marginal elements to offer customers a different point of view. Generally, applications for development are used for:

  • Far develop what has been said
  • Get More Info
  • Begin to steal any customer feedback regarding our proposal
Directional Questions

Used as an alternative to applications development, applications directional damage to our conversation in the right direction. Once you have identified the needs and desires of the buyer these types of questions help us to channel the discourse in a particular direction. It ‘s important not to use the directional questions to try to manipulate or control your partner, because this kind of attitude could undermine the rapport (a situation of mutual trust) has arisen and reduce the chances of closing the sale.
Generally, directional questions are used to:

  • Move the box into a new perspective
  • Invite the other person to participate in an exchange of information
  • Remedy a closed question made earlier
Applications for Review

Requests for review require open and frank opinion.

Such questions are extremely useful because it ensures that the customer is following the speech, also asking for an opinion from the person you show interest, appreciation and respect for others’ opinions. With   these questions and reinforces the feeling you can carry on a conversation. Applications for review are generally used for:

  • The views of the customer
  • Show appreciation and respect for his ideas
  • Sharing ideas and feelings
  • Extend the dialogue
Asked who report to third parties

With this type of question refers to a situation similar to that of our potential customer. In practice, it refers to the client that his situation is similar to that of a third person with whom we worked. The introduction of a third person in our speech will bring the party to a favorable response. Although completely irrelevant in the speech dealt with, this third person will be acknowledged by our client as a “reference” for our business.
The report claims that a third party is generally used for:

  • Introducing a third person in the speech
  • Validate the reasons given by the interlocutor
  • Increasing the confidence of the interlocutor to us
  • Show face and the solutions to the problems discussed

The ‘intelligent use of questions encourages the other person to open up, to talk with you and to show the real feelings about the subject in question. Only through dialogue will have the chance to establish a rapport and build a solid business relationship with your client?

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Sales Techniques

Trading “Win-Win”

Negotiating can be compared in some way to adapt to change, being a diplomat and never to bring your partner to lose face. Think of it as an ally, never as an opponent. If you treat your partner as an ally, he will be tempted to become one. Make sure that at the end of the talks also your customer is happy, and if the negotiation fails for any reason, offer a pause for reflection, but never abruptly break the deal. With this method of negotiating win-win can be traded in an efficient and stress free.

Negotiating Win-Win is a marketing strategy based on achieving an agreement favorable and beneficial to both parties.

Win-Win negotiation with both the buyer and seller come out winners from the negotiation, then, thanks to this marketing strategy will get the most pleasant transactions, complete and lasting.

Here we see what are the 7 key benefited that are obtained using the Win-Win negotiation.

1. With the Win-Win negotiation you avoid making enemies. Strive to build a network of suppliers, customers, employees and consultants who work amicably with you. People who are always trying to squeeze the lemon until the end, negotiations in the so-called “Win-Lose”, often leave dissatisfaction nell’interlocutore who took part in the negotiations.

2. With a Win-Win approach often comes before the conclusion of the negotiations, as both sides strive to reach an agreement.

3. The Win-Win process benefits from the creative efforts of the two parties to work together on a single problem to find a solution compatible with the interests of both parties, instead of having two opponents firmly on their positions.

4. The two parties, together, form the basis for a lasting collaboration. Once you establish a climate of trust, the relationship is beneficial to further negotiations.

5. The Win-Win Agreement with respect to a happy ending imposed agreement. In many cases, if the other party comes out a loser from the negotiation is going to undermine the relationship. Often negotiations Win-Lose-Lose Lose soon become because the relationship between the two parties may break and just one win during a negotiated compromise future agreements.

6. The Win-Win is more effective. This approach has the advantage of motivating the parties and closing the deal and to open a new route of communication between the parties.

7. Win-Win Negotiation is pleasant and less stressful. This last point has nothing to do with purely economic interests of the company, but less stress is a guarantee of greater efficiency.

To conclude we can say that the negotiation “Win-Win” is first and foremost a business philosophy based on understanding and cooperation, capable of creating value and wealth for companies that use it.

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Sales Techniques

10 Tips to learn how to negotiate

Many companies fail to take off and achieve targets for a simple reason: they have not learned one of the most important skills that every entrepreneur must master and say “negotiate.”

Here I would like to share some simple tips to help you become a good negotiator, and grow your business.
But what is meant by negotiation? Conceptually, the negotiation is seen as the process by which two parties agree on the benefits in both commercial and individual within the interpersonal or private.

When we start a business, we begin a negotiation that will continue for the duration of the business, negotiate with suppliers, negotiate with clients, negotiate with the banks, we negotiate with our partner, with trade associations, etc. etc… Negotiate thousands of things every day, and that is why it is necessary to learn this skill that can literally transform our business.

  • Always be alert. Once you realize that the whole business revolves around the negotiation, you should always be careful and make sure you get (during a negotiation) always the maximum benefit for our company. When you’re on the phone when you’re with a client, when submitting a quote or when you submit a quote, you should always negotiate. This has to come into your mind and your way of being.
  • Before deciding, consult. During a negotiation often face problems of which you are not familiar with, so before making a decision on matters that are not familiar with, consult with experts. For example, a tax issue should be discussed with an accountant. A production problem with an engineer and a problem of “working conditions” with a specialist in the field of human resources. This does not mean you have to work with all these people, but we need to develop a network of useful contacts that can help you to see the best options during a negotiation.
  • Establish a pleasant climate. If the climate is friendly to negotiate a pleasure. Lunch, breakfast, a coffee is opportunities to facilitate a business meeting. It ‘not advisable to take a difficult decision in a stressful condition (offices, workplaces, etc.).. For some reason there are big businessmen that their decisions to take up a relaxing golf course…
  • Always apply the principle of win-win. When you search the benefits for your business, this does not necessarily mean that your partner has to lose. In fact, the best negotiations are those where both parties perceive a high degree of satisfaction and fair. According to this principle, in fact, either party may accept a lose-win situation if you want to keep the relationship and only if this is more valuable than financial gain.
  • Learn to listen. A good negotiator is a good “listener”. A trade is expected to analyze in detail the arguments of your party. Who listens to find opportunities for discussion and requests to him.
  • Be moderate. Moderation is the virtue of big business. Do not rush, listen before speaking, not to get angry and do not despair, always give good results. E ‘must remain in control even when the other party causes. If you learn to maintain self control you will be advantaged in the way of business.
  • Never give it all away. A bad entrepreneur is one who offers all the benefits right away without the other party so requests. In the negotiations proceed step by step, and from you receive. Gradually increase both the supply and the limits previously discussed. Avoid situations “all or nothing” because it leaves no way out and may in some cases cut off.
  • Work on interpersonal relationships. We speak then to prepare the field because it is much easier to negotiate with someone with whom you have certain empathy rather than a complete stranger. Managing relationships is actually one of the most important skills in this process. Be careful, cheerful, fun and create a pleasant atmosphere will facilitate the process.
  • Be true to your values and principles. This should be a key priority. Whenever you perceive a threat to moral, ethical or commercial, gently and simply explain to your partner that is not in your intentions to continue the negotiations.
  • Be sure to close the deal with a compromise. The negotiation is based on the words, but formal agreements must be made with the signing of a document, a quote or any physical element that binds the parties to the Agreement.

Remember, learning to negotiate is a skill that becomes a big help, especially for small businesses. Learning to properly use negotiation techniques often makes the difference between a small income and a great profit.

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Marketing

Marketing Strategies

Marketing strategies to negotiate with the big boys.

Here are some simple tips for sellers who aim high and dealing with large customers. For some of these 10 points can be granted, but I assure you that they are not at all and even today, too often, sellers are improvised, in which the major negotiations, pointing only to the sale of the completely uninterested customers’ needs.

1. Let the deal go ahead. Very few major talks end after one meeting or one phone call. Decide in advance what action you want taken and alternatives to offer to clients to ensure that the negotiations continue.

2. The traditional sales strategies do not work. It’s a big mistake to think of selling to using old marketing strategies such as: wills prefer red or green. Perhaps your sale will end without results. In addition, you risk that if the customer has a bad day you’re rushing out of his office.

3. Few or no questions. The large and small sales often revolve around problems and needs of the buyer. You will need several questions to understand what the customer needs, analyze them and provide appropriate solutions. Prepare in advance the possible question we ask your customer.

4. Put your finger in the wound. Learn as much as possible about the client’s problems trying to find out what the consequences are and have been resolved. To do this, ask questions order to focus attention on time, on production, sales, quality, or gain that is being lost because of the way in which the client is working today.

5. Let your customer to buy and limit yourself to ask questions that include a solution, let me explain to the customer how your product or service can help meet their needs. For example: What are the benefits to your business if you could reduce the cost of this 10%?

6. Do you offer benefits, not features? Be characteristic only when the customer tells you clearly that there are rules to follow or characteristics that the product should have. Remember; let the customer to make the sale.

7. Make sure that the people you talk to become your representatives. The most important sales involve more people, and sales are made at times when “important people” are not present. Through questions we must try to pick who the company is able to influence the choices and what are their needs. These are the individuals to introduce our products (who decides) the ideal solution for the company.

8. Present properly. The correct way to present something is to be told by the customer all its frustrations and needs and then decides how to resolve this situation. If you follow these two steps, is sufficient to show how your product or service solves the problem for a closed almost automatic.

9. Do not close immediately. When we reached the conclusion instead of closing the sale, use three steps: a) Make sure you meet the main needs of the customer. b) Provide a summary of the solutions offered. c) Close the sale or schedule a meeting with someone who has decision-making power.

10. Practice. Sharpen your skills and your new marketing strategies to small clients. Do you practice in negotiations with major customers that are waiting to find your weaknesses and do not want to deal with beginners. When you are ready, confident and certain you can deal with them.

Categories
Sales Techniques

The 7 points of sale

What, who, where, what, when, how and why? These are the 7 questions that every man must stand and note sale to meet its goal of selling.
The art of selling is a very old craft, but the sales techniques are continuously updated as are thousands of variables that the market presents.

The significance of the 7 items listed above is as follows:

  1. What? The knowledge of good that’s about to be sold;
  2. Who? Means identifying the user of the asset and what are its present needs and latent;
  3. Where? Regards localization, the area where the customer is the actual or potential;
  4. How much? And the determination of the quantity of goods that can meet the needs of customers;
  5. When? Is finding the time when the needs of that client may occur;
  6. How? It is the way, the technique, the strategy with which to satisfy the customer need and thus make the sale;
  7. Why? Are the reasons, the reasons why the sale was not made? This is the question that must always be not to make the same mistake twice.
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Sales Techniques

The art of negotiation

The negotiation is part of the daily life of any person, but in business it is absolutely essential for success. Do not pay due attention to the trading company may lose key customers and paralyze rapidly. Most of the trading strategies appear to be common sense, but often people do you take the emotion of the moment, ignores common sense and follow the ‘instinct. The emotion, luck and magic have no place in a successful negotiation! Perseverance, skill and discipline are needed to handle the circumstances and check the best deal possible.

Negotiators experts often define their work and their methods as the “negotiation game”, this definition may be inappropriate for certain when the stakes are high. However, we can define the negotiation just like a game between two parties where you need to check their egos and keep an eye on the big picture at any moment.

The preparation

The negotiations should be preceded by a preparation of the field of “game”. During this stage you must get as much information as possible on the agreement that you want to contract and the person with whom you should address. Knowing the ‘agreement is being negotiated will help us focus on the strengths and weaknesses of trading. If the other party is very likely to have experienced a history that might contain useful information. If possible, you should talk to colleagues who have already experienced a negotiation with this person, because many negotiators always develop the same patterns and styles so that you can use to their advantage.

If you are a buyer, make sure you are familiar with the product or service that will be addressed in the negotiations. If you notice other side of your weakness on the details or the product may have as its primary objective to make a bluff or they can be designed to create anxiety and uncertainty. Psychology plays a crucial role in the ability to exploit the lack of competence and preparation of the other and so the ability to anticipate the next move.

Most of the negotiators has one goal in mind before starting, for example, the price. The negotiation should be based on realistic expectations, taking into account certain constraints that may be superficial. During the course of negotiation, the target may change due to some unforeseen changes or actions made by one party, so the ultimate goal must be realistic and would hold the first offer or counteroffer.

Before starting negotiations, will require that the other party is fully empowered to make binding commitments, unless you want to find in a position where you feel you have reached an agreement, only to find that the agreement must be approved from someone else who is higher up the chain.

The strategy

There are fundamental principles that must apply to every negotiation. The first offer is usually the most important step is the benchmark by which all subsequent bids will be judged and compared. You do not ever get what you ask, so it is important to make the first offer aggressive and effective. The asking price usually includes a margin or a block or to kick off the negotiation. The goal is to make a good deal and then, hopefully, start to discount the seller that we expect. Do not worry about offending the other party, because until the offer is not ridiculous, the other negotiator will continue the negotiations in the hope of resolving it in the best way.

As a buyer, do not completely reveal the available budget or other constraints for the ongoing negotiation. In fact, the promoters from favorite trick is to mix the product specifications, deadlines or other parameters, in order to sell an inferior product at a price that the buyer is willing to spend.

There must always be something positive that gives way to the negotiation. If you present a product to a buyer, you should consider the inclusion of commercials and speeches to draw attention to the other party. We must observe the clues, like body movements, the objections and reactions to what is being said. Be prepared to suspend or cancel the negotiation can be useful when things are not going anywhere either party seems stuck in your position, so it is useless to continue under these conditions. If you come near the conclusion of the negotiation will feel the pressure to close the deal, but instead, we must be able to be patient when the other party is not. This can be difficult for those who are rewarded with instant gratification (the closure of ‘deal), but the last thing you need to think about the other part is that you want to finish quickly because there has been no evidence to contradict.

From a contractual point of view, a counter will automatically reject all previous bids. Once an offer is made, you should expect to accept or reject the offer, or make a counteroffer to keep the negotiations open. If the proposal is rejected and we are required to submit a new bid or better, do not fall into the trap, since it would amount to negotiate with them, and you should never do this. If the last offer on the table is yours, you should always insist on a counter to force the other party to change its position before making another offer.

In addition to exploiting the weaknesses of the other party, the focus is best to take advantage of its capabilities. If you are the sole supplier for a particular product, it will be possible to speculate on the whole line of products offered. If the economic conditions have created a market where the product is sold is in great demand and supply is low, you will have the power to contract with a higher price. However, if you are the buyer, in the early stages of market crisis and low demand for the product, you typically have the advantage of good deals and check the best prices due to slackening demand. The current economic situation is a classic example of what happens when supply far exceeds demand and therefore there is a decline in market prices due to promotional offers and discounts offered by retailers.

You will need to establish a solid base at the beginning of the negotiation process, demonstrating their knowledge and technical expertise on the subject of negotiation. In practice, this “game” can intimidate the other party and allow you to strengthen your credibility.

Tenders

The offer is much more than just a sum of money; it must include all elements of negotiations and is the basis for a contract that formalizes the agreement. In fact, make an offer without fixing all the details, can be discovered only at the end that there was no point ‘encounter with the other party. The basis of the pact should include the offer price, the statement of work to be done, the identification and quantity of goods or services offered, delivery times, warranties, terms and conditions of the offer and the various and any documents incorporated by reference.

Set aside during the negotiation is always an element of an exchange to negotiate, such as a lower price for a different option. These elements of an exchange for trading should be kept hidden until you need it to close the deal and get the price you want. Even if your primary goal is usually the price, you should always remember all the other elements of ‘supply. You should not be forced to accept the proposed contracts as “industry standard” or as “something that is always used.” We must remember that everything, absolutely everything is open to change. If the other party refuses to amend the onerous conditions, it is better to consider the possibility to apply somewhere else.

To avoid misunderstandings, the offers should be submitted in writing and include all elements of the pact. It’s a good idea to write down notes with the reasons for each offer. These notes, of course, will not be disclosed to the other party, may be valuable in case things go wrong and need to restart the negotiation. During the negotiation process (even if it is successful) you will still be able to learn the dynamics of the negotiation, and to refine the approach and technique. If you work for a company, the notes are frequently used to document the outcome of the negotiations or to complete the tender documentation.

Solutions for win

Throughout the negotiations we must try to determine what is believed to be an acceptable outcome for the other party. It may be a combination of different things that are not necessarily related only to price. For example, the delivery date may be the most important thing for the other side, while the product quality may be the secondary factor.

Understand the priorities of the other party is just as important as knowing one’s own, in order to understand what would you do if I were in his shoes. In building your bids there should be an attempt to meet some of the priorities of the other party, but in a way that does not weaken your position overall. We must be prepared to sacrifice the little things in exchange for the bigger things that you do not want to grant. It ‘must, therefore, know your limits and know how much you are willing to move forward on all aspects of the transaction.

You have the power to influence the negotiation process on your behalf, and so the aim should be to ensure a good deal, do not pull the rope to the other party too, especially if you often negotiate together. The most effective negotiators are professionals who know their job and do not reveal their personality or irrational behavior that could interfere with their mission. Will they do believe the other party to have done the absolute best deal?

Once the deal is completed, you should be able to work effectively with persons of the other Party during the whole execution of the contract, in fact, if not satisfied, probably; the other party will not negotiate with you in more future. The comparison is a common phenomenon during the negotiation, in fact, at some point the cooperation and compromise will be needed to get a deal.

The closure

A successful negotiation requires a sense of time, creativity and a profound awareness and ability to anticipate the next moves of the counterpart. Negotiation is like a game of chess, each move must be made not only to build the next move, but also to advance. Generally, the moves should be progressive, and of course you can expect the same thing the other side.

You have to have in mind the purpose of negotiation, the only way to decide the strategy and be prepared to close the deal by playing the last chance if the parties are close to conclusion, but they can not make that leap that brings them closer. All offers that lead to that point in the negotiations are important because they set the stage for the final handshake.

Categories
Sales Techniques

The trade visit

Negotiating can be compared in some way to adapt to change, being a diplomat and never to bring your partner to lose face. Think of it as an ally, never as an opponent. If you treat your partner as an ally, he will be tempted to become one. Make sure that at the end of the talks also your customer is happy, and if the negotiation fails for any reason, offer a pause for reflection, but never abruptly break the deal. With this method of negotiating win-win can be traded in an efficient and stress free.

Now all we have read tips, sales techniques, and sales strategies and so on. Etc… Some of these strategies work well and others looking ‘less, depends on the area in which we work and personality of the seller. Not all marketing strategies work the same way. What for some is “miraculous” for other just does not work. Addressing a business visit to a potential customer, who does not know, can be a big problem especially if you are not used, but you have to do to attract new customers.
To make the visit as effective as possible, before going to visit any potential client, we must prepare a mini presentation of our company; we make our own to make it as natural as possible. This is an exercise we must do to make us safe and to convey a particular message or a certain image of who we are presenting. The recording of the message serves to clarify our ideas and do not run out of words. Also fulfills a simple lineup of speeches to be addressed, but then it must be repeated and repeated until the display in a fluid and natural.
Here we will expose a guideline that will help you tackle the business visit in the most efficient and prepared as possible.

● Define the commercial purpose of the visit. The purpose of the visit should not necessarily be the closing of the sale agreement during the visit. Unless you work for a company that aims to close in the first visit (depends on areas), your primary goal is to make known your company for future business relations. During the visit you should focus your attention on one point: target and attract the attention of the customer.

● Obtaining information. The second goal is to get as much information as possible about the company you are visiting. You will need to focus your conversation on what is really important to your potential customer. In this respect, before visiting the customer, it is good information; the Internet will be of great help, visit the customer site and found useful information or news related to your visit. E ‘needs to know who he is and what it does. Can also be useful to visit Linked In (or other social networks) to visit the profile of the person you meet.

● Be on time. Today we are all busy and you may have given up other activities to meet you. If you arrive late at the meeting probably will not be a good idea of ​​you and your company.

● Appearance counts.’s Clothing matters and must also chooses according to your company, Client Company and the product sold. No need to put in a tuxedo if you go to sell products to shops, but you should always give an image of honesty, integrity and order. Your appearance should reflect you and your company in a natural way.

● Have the necessary materials. Before leaving, check that you have everything you need to introduce the company and the product in a complete and comprehensive. It’s good to prepare a presentation not long, but then the deeper aspects relevant to the customer, making the presentation interactive and engaging.

● Be attentive and listen. Every detail can help to focus the visit on what matters to the customer and closer to the ultimate objective. Therefore, listen with interest to what the customer has to say, ask questions relevant and appropriate to investigate issues of concern to the customer. Any information that you’ll take home will help to build strategic relationships and future.

● Avoid lengthy presentations. Avoid them especially if you see interest in the potential customer.

● Write down the information. Remember to keep detailed on a board that reviews all the information you found during your visit to sell. Mark the dates, names and specific interests of clients. What now seems clear in a few months you can not remember it.

Many times the commercial success of a visit depends on many circumstances in a given time may not converge, but they can build the foundations for a future relationship. This concept is important that the seller knows perceive it. If the potential customer visited there wants an offer, you sign a contract or do not already have a service or product similar to yours, does not mean you forget it forever, and discard the profile. The important thing is to monitor and keep in touch with him. The customer will perceive your professionalism and your good intentions and probably will focus on you in the future.

Negotiating can be compared in some way to adapt to change, being a diplomat and never to bring your partner to lose face. Think of it as an ally, never as an opponent. If you treat your partner as an ally, he will be tempted to become one. Make sure that at the end of the talks also your customer is happy, and if the negotiation fails for any reason, offer a pause for reflection, but never abruptly break the deal. With this method of negotiating win-win can be traded in an efficient and stress free.

Negotiating Win-Win is a marketing strategy based on achieving an agreement favorable and beneficial to both parties.

Win-Win negotiation with both the buyer and seller come out winners from the negotiation, then, thanks to this marketing strategy will get the most pleasant transactions, complete and lasting.

Here we see what are the 7 key benefited that are obtained using the Win-Win negotiation.

1. With the Win-Win negotiation you avoid making enemies. Strive to build a network of suppliers, customers, employees and consultants who work amicably with you. People who are always trying to squeeze the lemon until the end, negotiations in the so-called “Win-Lose”, often leave dissatisfaction nell’interlocutore who took part in the negotiations.

2. With a Win-Win approach often comes before the conclusion of the negotiations, as both sides strive to reach an agreement.

3. The Win-Win process benefits from the creative efforts of the two parties to work together on a single problem to find a solution compatible with the interests of both parties, instead of having two opponents firmly on their positions.

4. The two parties, together, form the basis for a lasting collaboration. Once you establish a climate of trust, the relationship is beneficial to further negotiations.

5. The Win-Win Agreement with respect to a happy ending imposed agreement. In many cases, if the other party comes out a loser from the negotiation is going to undermine the relationship. Often negotiations Win-Lose-Lose Lose soon become because the relationship between the two parties may break and just one win during a negotiated compromise future agreements.

6. The Win-Win is more effective. This approach has the advantage of motivating the parties and closing the deal and to open a new route of communication between the parties.

7. Win-Win Negotiation is pleasant and less stressful. This last point has nothing to do with purely economic interests of the company, but less stress is a guarantee of greater efficiency.

To conclude we can say that the negotiation “Win-Win” is first and foremost a business philosophy based on understanding and cooperation, capable of creating value and wealth for companies that use it.

Categories
Sales Strategies

Strategies to sell

Most entrepreneurs start their business with great enthusiasm. There are many sacrifices made to start and grow’s activities, it focuses attention on every detail, from production to packaging, from pre-sales service after-sales service. Unfortunately, a large proportion of entrepreneurs is focused on short sale real and poses the following questions: how to sell the product, which proposes to offer commercial customers, such as raising awareness of the product and the company. In short, it pays little attention to planning an effective marketing strategy.

Regardless of the size of your company, your marketing strategy has to do with all the ideas and techniques to use with your clients to know and buy the product.

At this point you’re wondering how to plan an effective marketing strategy, and here we list some tips to get started:

  • Establish sales targets: Plan sales targets for the short, medium and long term. Obviously not enough to want to sell now and then, the goals must be realistic and objective. Also should be studied so as to enable you to assess both the human resources (sellers) and the promotional activities undertaken.
  • Establish the necessary resources to achieve goals. Once you have defined objectives, it is necessary to quantify the necessary resources (human and financial) to achieve those goals. It is therefore necessary to plan a budget to promote and publicize the activities in order to attract potential customers.
  • Review your progress monthly. As part of normal sales activities should monitor progress monthly. If for example you have 3 and each trader has monthly sales target 10 should be monitored monthly to achieve the target. This assessment will allow you to have the situation under control and to face the market quickly if sales differ greatly from the objectives. Obviously, this process contemplates that the seller is enabled to be able to sell the product (offers, brochures, etc.).

What resources are available?

In order to develop a good marketing strategy needs to consider the use of resources that will enable you to achieve sales targets:

Market Report

This involves the application of marketing techniques in place to determine what customers are looking for, where you are looking for, where to find it, what is their buying behavior and consumption, etc.. Etc…

Advertisement

Advertising is an important tool to attract the attention of your customers. There are many ways and means to get publicity (newspapers, radio, TV, internet, etc…) Some more expensive than others, some more successful than others.. However, it is said that half expensive is necessarily the most effective for your product.

It ‘s very important to the message transmitted, how it is transmitted and product details to highlight. This is why contact with professionals can help you choose an effective message that reflects not only on sales but also on product recognition.

Business Contacts

They have to do with human relationships that revolve around your business. They are needed to strengthen and to publicize your business. Thanks to the “contact” you can build alliances, find clients, suppliers and find helpful information.

Public Relations

Public relations should be part of the strategy. Through Public Relations will have the opportunity to present your product / service to the media? Periodically prepare press releases to be sent to the media, someone might give way to your company and attract consumers’ attention on you.