Guidelines to your Sales Support

How to Sharpen Your Negotiation Skills

You may be wonderful at closing sales, but you may be doing so at the expense of the price of your product. When you keep your profit margins razor-thin, you leave no wiggle room should unforeseen circumstances creep into your business. It may be time for some good old fashioned negotiation.

The golden rule when negotiating is to be willing to walk away. If you are too invested in a negotiation, you will almost never come out ahead. If you aren’t willing to walk away, your opponent can get whatever they want. You will often see that walking away will get them to concede. This is because too many people don’t do it.

Have concessions ready to use, but don’t use them until absolutely necessary. A mistake people make is they lay out all their cards and give all concessions up front. The biggest problem when doing this is what if the opponent declines the offer? You have nothing left to offer.

Keep in mind that price isn’t the only factor to use for your concessions. Much will depend on the type of products or services you offer. But, when you have several concessions, this can tip the negotiation without changing the price Sometimes, these concessions can be extras offered, or it can be a service plan. Sellers come up with all kinds of creative ways to throw in these concessions.

One of greatest tools for negotiations is using silence. People become uncomfortable with long periods of silence and will often give out their concessions when confronted with it. It’s a tool that most don’t know about, and it does take some getting used to it in order not to experience that uncomfortableness yourself.

It’s important to remember that the best negotiations are the ones where both parties leave with something gained. If it’s too one-sided to your benefit, you’ll find it difficult getting repeat sales from that customer. If you are left with the short-end of the stick, you are going to find it difficult to continue your operations.

If you are a weak or inexperienced negotiator, you can hire someone else to do it for you. Maybe you already have someone in your organization, or you’ll need to look on the outside for a skilled negotiator. The key is to find someone who doesn’t cost more than the benefit they give. Often, the way to handle that is to give them a percentage of the benefits negotiated.

 

 

Want to Close More Sales? Follow Others Who Are Doing It

Whatever you decide to do in life, following experts will help in a huge way. If you want to be a baseball player, you will observe the top players and try to emulate what they are doing. You may even try to get some face time with them to get tips on how to be better at your craft.

Trying to get the attention of baseball stars is going to present quite the challenge. Luckily for other career choices, getting in front of experts is not as difficult. You could meet up with some of them at conferences or perhaps they have a decent presence on social media.

Whichever way you decide to reach out, make it a point to do so. Most will be willing to help, and you may even get some kind of coaching arrangement out of them. While that may cost some money, bear in mind that what you get out of it will help you make the money back quickly (and then some). If you feel you cannot pay immediately, work out something where you help them out for free in exchange for their expertise.

Even if you don’t reach out right away, start by reading books on the subject. Search for seminars and videos online as they relate to closing sales. If you are selling specialized products, try to find training that is specific to that. If you have the budget, take a course at a business school or association.

There is no lesson like experience. This is the main reason to try and seek out experts who can guide you while you are getting the necessary experience. Sometimes, those experts can exist in your own company. Whether you work alone or in a larger organization, seek out trade organizations and clubs geared towards sales. It’s always a good idea to bounce off ideas with one another and pick up pointers from professionals. You’ll make some great contacts as well as possible business leads.

You’ll find that if you provide leads to members of these groups, they will return the favor. In fact, there are organizations that you can join with the sole purpose of exchanging leads with one another. These types of organizations restrict membership to one person per vocation. In other words, you’ll only find one banker, one insurance agent, etc. The head of the group will make a determination as to allow multiple sales people as long as what they are selling is noticeably different.

 

Faster Sales Using Better Copy

If you are looking to close more sales, use a sales page to do it for you. Before you start typing away, however, you need to understand the dynamics of good sales copy.

Describe the Problem

People go on the web to look for solutions to their problems. You want to position yourself or your company as the one who can provide that solution. But, before you can get to that point, you need to connect with the reader. Describing the problem will give them the mental background needed to connect with them.

It’s critical to use storytelling as part of your sales copy. Tell a story of how a particular person (use a name) found themselves in a similar situation as what the reader is going through. Can you see how this would make the reader feel welcome by doing that?

 

Let Them Know It’s Not Their Fault

At this stage, temporarily break away from storytelling mode and get into blaming the giant industry corporations for deceiving your reader. Let them know that as a result of the big, bad corporations’ actions, they are not at fault.

 

Empathize with the Reader

State how you or someone you know has been in this situation before and how you used your product or service to solve the problem. This gives the reader hope and shows they are not alone in their plight. Misery loves company.

 

Introduce the Solution

You want to keep your description a bit vague at this point as you don’t want to give away all the secrets of yours solution. Continue using storytelling to show how your amazing product helped you or others get past the problem described. This is the part where you present the benefits to your readers. Here is where their hope rises and they are almost ready to whip out their credit card to purchase.

Remove Any Doubts

You don’t need storytelling as much during this phase, although if you find a way to keep it going with the story, that is okay. Essentially, what you are doing here is reinforcing some of the major benefits of your product and how it solves the problem they are having. Support the sale by offering a money-back guarantee (almost no one takes advantage of this). Also, try to put the sale as a limited-time only, where the price will never be this low again, etc. If they have gotten this far down the sales process, the likelihood of them buying increases drastically.

 

Faster Sales Using Better Copy

If you are looking to close more sales, use a sales page to do it for you. Before you start typing away, however, you need to understand the dynamics of good sales copy.

Describe the Problem

People go on the web to look for solutions to their problems. You want to position yourself or your company as the one who can provide that solution. But, before you can get to that point, you need to connect with the reader. Describing the problem will give them the mental background needed to connect with them.

It’s critical to use storytelling as part of your sales copy. Tell a story of how a particular person (use a name) found themselves in a similar situation as what the reader is going through. Can you see how this would make the reader feel welcome by doing that?

Let Them Know It’s Not Their Fault

At this stage, temporarily break away from storytelling mode and get into blaming the giant industry corporations for deceiving your reader. Let them know that as a result of the big, bad corporations’ actions, they are not at fault.

Empathize with the Reader

State how you or someone you know has been in this situation before and how you used your product or service to solve the problem. This gives the reader hope and shows they are not alone in their plight. Misery loves company.

Introduce the Solution

You want to keep your description a bit vague at this point as you don’t want to give away all the secrets of yours solution. Continue using storytelling to show how your amazing product helped you or others get past the problem described. This is the part where you present the benefits to your readers. Here is where their hope rises and they are almost ready to whip out their credit card to purchase.

Remove Any Doubts

You don’t need storytelling as much during this phase, although if you find a way to keep it going with the story, that is okay. Essentially, what you are doing here is reinforcing some of the major benefits of your product and how it solves the problem they are having. Support the sale by offering a money-back guarantee (almost no one takes advantage of this). Also, try to put the sale as a limited-time only, where the price will never be this low again, etc. If they have gotten this far down the sales process, the likelihood of them buying increases drastically.

 

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