Quick Close – Build Momentum and Negotiate Success – Superstar Sales Secret #9

Exceptional salespeople are great closers. Most salespeople are not effective negotiators because they are too willing to do whatever it takes to make the sale. They are so in tune with customer service that they let professional negotiators walk all over them. Sales superstars realize that negotiating is a game they must win for their customer to succeed. So they play hard and fast. And they win.

Does your sales staff have to discount to close deals?

The most likely negotiation tactic your customer will try is to ask you for a discount on your price. During lockdown, they will often develop their “value amnesia”, they have forgotten why they selected it after extensive research. Don’t give in to this trading plan. The moment you give up on price during negotiations, you negate the value you created during the sales process.

Can your salespeople ‘think fast’ when negotiating?

Negotiating is counterintuitive to selling. Most salespeople are not effective negotiators because they are too willing to do whatever it takes to make the sale. Your unconscious and natural reaction in negotiations is often the opposite of best negotiation behavior. Learning to negotiate effectively can greatly increase the chances of success for both you and your client.

Is account profitability eroding?

Repeat business is much more profitable than new business. Customers only become repeat customers when they are satisfied and trust you. Learn how to negotiate for success and ensure customer satisfaction and repeat business.

Closing a deal is all about power. Sales superstars know how to use power—their own, their coach’s, the decision maker’s—to negotiate a win-win relationship. They don’t lower their price. They do not allow the customer to take shortcuts in a way that jeopardizes the successful implementation of the solution. They know when to escalate problems to resolve them. And they know when to walk away from an unprofitable deal.

Exceptional salespeople take the initiative to plan and direct the negotiation process. Their deep understanding of customer needs and how the technology works allows them to scale the solution on the fly. They know what they can give up and what they can’t. And they have a backup plan. Exceptional Seller offers are always successfully implemented. The customer is always satisfied, so they become loyal and regular customers.

WHY CLOSE QUICKLY?

The contract is signed.

There is enthusiasm for the closure. All his hard work is about to pay off. The decision maker is convinced that his solution is the best. All who count are on board. The moment has come. Then suddenly everything changes. New players, purchasing agents who do not understand the business strategy or its value proposition, enter the scene. His guardian has a “value amnesia” attack and completely forgets why his solution is the best option. The losing competitor plays dirty tricks on him in desperation, such as cutting his price by 70%. Before he loses control, he learns how to close the deal. Fast.

The client commits to a successful implementation.

Closing negotiations is a precarious moment. New people who do not understand the problems or the value of the solution become involved in the decision. Mistakes are easy. Carefully thought out plans can be sacrificed in search of the best deal. It is time for you to champion the success of the project. Learn how careful planning and skillful negotiations can help your client succeed, in spite of themselves.

You increase the profitability of the operation.

During a complex negotiation, you will have many opportunities to “sweeten things up” significantly. By understanding your client’s needs and the business model of your offer, you will be able to negotiate with flexibility and style. Learn how to plan your negotiation so that you end up with a profitable deal.

You trade with confidence.

Most sellers lack confidence when it comes time to sit down at the negotiating table. This is because negotiation tactics are counterintuitive to good sales behavior. In this chapter, you’ll learn techniques for negotiating effectively and closing fast so you can overcome your fears.