If you have strong negotiation skills, you can have great success in sales. But, like anything else, it takes time and effort to refine your negotiation skills. The more experience…
If you have strong negotiation skills, you can have great success in sales. But, like anything else, it takes time and effort to refine your negotiation skills. The more experience you get, the better you get at negotiating deals, handling objections, and finding creative solutions to close more deals.
It’s easy to get emotional and take things personally during negotiations. But allowing these to bother you on a personal level will hurt your ability to see things clearly and develop a solution that will close the sale. Negotiations are about business.
As sales recruiters, we know top negotiators put in the work. You can’t expect to walk into sales negotiations and just convince your prospect. There will be pushback, and you need to understand how to deal with a variety of situations and objections that happen during the sales process. When you put in the work, you won’t get caught off guard. You’ll have a better understanding of what to do and how to handle situations.
Sales reps need to do their homework. You need to know as much as possible about your prospect’s business, likes, dislikes, their current solutions, issues, and everything else possible. You need to have a thirst for knowledge. This is what will give you leverage, help you develop solutions, and better understand factors that are preventing a deal from closing.
Providing your customers with options is an effective way to learn about their preferences. Based on the option they are interested in, you can refine your offer and make adjustments to your proposed solutions. Giving options teaches you a lot about your customers, so pay attention.
Negotiations go back and forth. There is give and take and finding an amicable solution for both parties. Even if a prospect makes a good offer, counter it and negotiate the details.
You have to be willing to walk away. Remember, most deals don’t close. If you are not willing to walk away, you’ll end up making too many concessions and closing a bad deal.
Check out these sales closing strategies to improving your deal closing skills:
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
With 10 years of sales, management, and recruitment experience across multiple industries, Jace has helped numerous businesses (including many Fortune 500 companies) build high performing, quota smashing Sales teams. Jace provides an honest and consultative experience, while helping his clients hire smarter, faster, and more confidently! When he’s not networking with Toronto’s best Sales talent, Jace likes to travel, snowboard, and watch sports.