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Add You - Sales Negotiation Skills - How To Negotiate Like a Sales Superstar When it Seems You Can Only Fail
I won't say I have a vast array of knowledge as a consultant...collectively I've only been doing it about 8 years. However, there are some things that I have observed that I think will be helpful to those of you who are new to the profession. We will first dispel the myths and address the realities associated with being a Consultant, then we will address the commandments of being a good and valued consultant.C
Work out what you think the client is going to want.
You should have a good idea about this. Based on past conversations and history - what deal do you think the client will b
The past few years have seen an increase in the number of petroleum mega projects being proposed and executed. Record oil prices have given rise to increasingly ambitious and complex international alliances in the energy industry. These large, long term and capital intensive projects carry a great deal of cost and schedule risk which is very challenging to mitigate. We have found that some of this risk can be managed
Sales training question…
Gavin. I?ve got a client who is already using us. He is using one product list value 3000 and another worth 2000. Total value 5000. He has only been paying 1500! He now wants to drop the 3000 product and continue with the 2000 product but is expecting a discount from his current investment of 1500. What can I do?
Sales training answer…
Great question and one which is not at all uncommon. The first problem here is that this client has obviously been seriously under sold in the past and this has set his expectations. Whilst there is not a lot you can do about this situation now it?s important that you learn this and do not fall into this trap yourself when signing up new clients yourself…
For this case, here?s what you need to do…
Work out your walk away price.
What is the least that you will be happy doing this deal for? You need to decide before you ever go anywhere near your client. In the moment sales people often do deals that shouldn?t be signed. If you are certain about your walk away then at least you can?t make this mistake.
Work out what you think the client is going to want.
You should have a good idea about this. Based on past conversations and history - what deal do you think the client will b
When it comes to outsourcing, there is no doubt about the fact that the most beneficial advantage is the ability to reduce costs by outsourcing tasks and projects when appropriate. Some Internet marketers take the concept of outsourcing to the extreme by outsourcing the majority of their niche marketing tasks. In other industries this strategy could lead to imminent failure because the client may lose control of the pr
Sales training answer…
Great question and one which is not at all uncommon. The first problem here is that this client has obviously been seriously under sold in the past and this has set his expectations. Whilst there is not a lot you can do about this situation now it?s important that you learn this and do not fall into this trap yourself when signing up new clients yourself…
For this case, here?s what you need to do…
Work out your walk away price.
What is the least that you will be happy doing this deal for? You need to decide before you ever go anywhere near your client. In the moment sales people often do deals that shouldn?t be signed. If you are certain about your walk away then at least you can?t make this mistake.
Work out what you think the client is going to want.
You should have a good idea about this. Based on past conversations and history - what deal do you think the client will b
Athletes know that to improve they have to receive feedback on their performance. The feedback they receive may come by way of analysis of their performance on the track through a review of a video or analysis of their fitness, analysis of their diet and metabolism or even analysis of their muscle fibre.The more specific the feedback, the better the potential they have to improve their performance. Feedback is g
Great question and one which is not at all uncommon. The first problem here is that this client has obviously been seriously under sold in the past and this has set his expectations. Whilst there is not a lot you can do about this situation now it?s important that you learn this and do not fall into this trap yourself when signing up new clients yourself…
For this case, here?s what you need to do…
Work out your walk away price.
What is the least that you will be happy doing this deal for? You need to decide before you ever go anywhere near your client. In the moment sales people often do deals that shouldn?t be signed. If you are certain about your walk away then at least you can?t make this mistake.
Work out what you think the client is going to want.
You should have a good idea about this. Based on past conversations and history - what deal do you think the client will b
Believe it or not, a paralegal (or legal assistant) is not a licensed profession in the United States. While some paralegals originally received on the job training when the profession came into existence in the 1960s and 1970s, more people entering the field today do so with certification. Certification is voluntary, not a requirement to be a paralegal. However, a paralegal with certification and special training is g
For this case, here?s what you need to do…
Work out your walk away price.
What is the least that you will be happy doing this deal for? You need to decide before you ever go anywhere near your client. In the moment sales people often do deals that shouldn?t be signed. If you are certain about your walk away then at least you can?t make this mistake.
Work out what you think the client is going to want.
You should have a good idea about this. Based on past conversations and history - what deal do you think the client will b
Four-thirty-five in the afternoon finds me once again waiting for a train, returning from another hair-done, pressed-jacket, best-shoes-and-smile Job interview.The last hour sits heavily on my mind and thinking about it, I don't know what the outcome of the interview will be. "After-interview syndrome" leaves me feeling either on top of the world, visualising how much I'm going to enjoy the job I think I've jus
Work out what you think the client is going to want.
You should have a good idea about this. Based on past conversations and history - what deal do you think the client will be going for?
Work out what the client will settle for.
What?s the most you think the client will pay. This is crucial because this is what you are going to be negotiating up to.
STOP. Now you have 4 possible deals. Your opening price 1500, your walk away, the client?s opening stance and the client?s walk away. Hopefully, there is some overlap.
Work out your concessions.
What variables can you add or remove from this deal that you can negotiate with? In all of the sales cases and with all of the sales people I spoke with this week we managed to find several…
Work out how much the client needs you.
It may be that this client is about to play hard ball but that really they need you and they know that they have been getting the deal of a lifetime in the past.
The client meeting - step by step.
Set client expectations.
You have to tell this client that they have been getting a great deal and help them to understand that you may not be able to continue with it but that you do want to walk away with a win win if at all possible. Try and get them to agree that they need you and link it to their business. Don?t discount the possibility that you might be a
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