Negotiation is a necessary skill in business of any kind, but it is especially the case when conducting sales. Without negotiating skills, customer objections signal the end of a sales pitch. But with training, even the most mediocre sales person can become an expert.
Every sales rep has had it happen to them. They make their sales presentation perfectly, engaging with customer while hitting every point. Then the inevitable happens. The potential customer asks a question that derails the sales rep’s momentum. Its not that the sales rep does not know the answer. Instead, the problem is that the sales rep can not articulate a convincing response that resonates with the client. They either stumble over their words or accidentally say something that makes the client feel more uncertain than before.
That happens when a rep has not received negotiation training to equip them with and understanding of how to overcome objections. Representatives must learn Concepts such as answering questions with questions, reading between the lines, and knowing how to excite the customer with the answer are all helpful for training reps. They teach them how to pull the customer in, and convince them to sign on the dotted line.
Learning When To Talk And When Not To
Just like objections can keep a sales rep from closing the deal, so can not knowing when or when not to talk. When it comes to knowing when to talk and when to be quiet, training is necessary. Mock scenarios will help sales reps understand when silence is powerful or a response is necessary. In some instances, using silence can encourage the customer to answer their own question. In other cases, the silence is used to create an awkward moment that prevents the sales rep from making a commitment, but rather, leading the customer to think for themselves. In either case, the sales rep must develop the skill control, and the purpose of using silence have to be taught in a way that empowers them.
Relating To Customers Pains And Reading Body Language
Some sales reps get sold focus on going to the script and finishing the presentation that they do not learn how to pay attention to body language. Even more, they are sticking so closely to the strip that they do not allow themselves to identify with what is going through the customer’s mind. In some cases, the customer may not need the entire presentation to be convinced that they are ready to close the deal. It would be a mistake because they could easily talk themselves out of the deal.
In other instances, a customer could be showing that, through their body language, they are uncomfortable with a certain aspect of the presentation. A sales rep that does not pay attention to that body language will lose the customer with no chance of getting them back. All in all, sales reps have to be mindful of the things that the clients respond to non-verbally. By picking up on these emotions, which could come in the form of Rapid blinking, repositioning of your body, or crossing their arms across their chest, The sales rap has to 2 identify what the customer is objecting to come on and overcome the objection so that the customer is not stuck on that particular point. The only way that cells lips these feels is to get the proper training and be equipped with Solutions. After all, sales agents have to be problem solvers, and not pushy salesmen.
Closing The Sale
One of the biggest differences is that you know how to hose consistently. Necessarily it means that when they are sitting with the client, they’re constantly moving for the clothes. That means that after every objection, they answer and then signal. Even more, before they even walk in the door, that the customer needs a product or service, and will commit. So they keep that same focus throughout the presentation. The average closer maybe afraid to assume the phones, or may wait until the very end to attempt to close a deal. And while the law of averages would say that both agents have an equal chance the fact is that training how to close a deal throughout the presentation will take the top agent further.
Teaching sales reps how to negotiate deals is a craft of its own since negotiating requires the skill of listening. Sales representatives must know what to listen for when talking with potential customers. They also must know how to reply in a way that encourages the sale, not discourage it. Teaching reps these skills will empower them to be high volume deal closers. That is because they will be skilled at converting leads into prospects and masterful at closing sales. Nonetheless, having your reps negotiation makes them more productive while your entire marketing department becomes a stronger unit