3 Barriers to Successful Negotiations
Negotiating is among the most feared and stress-inducing functions for a sales professional, and also among the most important. If you struggle with negotiations, there may be bad habits undermining your success in this role: Viewing negotiations as a battle – Negotiations should be about finding solutions and adding value for all parties, not about […]
Tip #10 – Closing
It is critical to understand that all customers (and people) are not the same. Responding to their unique needs, values and motivations will allow you to create a strategic advantage. ORIENTATION: Security Avoids risks and controversy Operates methodically Acts deliberately Solicits others’ opinions Documents everything Is precise and detailed DEALING WITH THIS BUYER: Respond quickly […]
Tip #9 – Putting It In Writing
You’re doing great on the quest to achieve Preferred Position. You’ve utilized the techniques introduced in the DPS workshop, including: Exploratory Process – GAP Presentation Process – Diamond JADIK Matrix – Positioning for a Long Term Business Relationship You’ve closed, but the customer is saying, “We like what we see. We’ll get back to you […]
Tip #8 – Assume the Responsibility
As you improve your sales skills, your relationship with the customer will continue to grow, becoming both rewarding and productive. Why? Because you are utilizing the Exploratory and Presentation Processes in a balanced manner. JADIK Matrix: Expand the Common Ground with Sensitivity and Balance You need to increase Common Ground in order to secure Preferred […]
Tip #7 – Make the Customer Part of the Solution
You’ve found an Area of Opportunity or “GAP” via skillful use of the Exploratory Process. Now it is time to move on to another Positional Selling® Strategy, which is “Make the Customer Part of the Solution.” Make sure to include the customer’s ideas, needs, and his/her contributions in this process. What are these contributions? A […]
Tip #6 – Find the Area of Opportunity
Let’s recap the Positional Selling® Strategies we have covered thus far: Take the Lead Stop Looking Out for Number One (Operating Reality) Invest in the Relationship (LAER) Bring Your Energy to the Customer Get Organized This week we will focus on another Positional Selling® Strategy which is “Find the Area of Opportunity.” The Area of […]
Tip #5 – Get Organized
Resist the temptation to use the “shotgun” approach. Stay focused, plan, and have a concrete objective for each call. You owe this to the customer and to yourself. The time you spend planning a call often yields an enormous time savings on the actual sales call or customer engagement. Being recognized as an organized person […]
Tip #4 – Bring Your Energy to the Customer
Establishing Positive Contact with the customer is imperative. Bring your energy to the customer and operate in his/her operating reality, not your own. Your energy is your presence and when you exhibit positive, enthusiastic and caring energy, you position yourself for an extremely successful sales call. The three elements that will win the buyer’s attention: […]
Tip #3 – Invest in the Relationship
This week we will focus on the third Positional Selling® Strategy, “Invest in the Relationship.” Focus on building a unique relationship with the customer where you are viewed as being part of their business. When the customer views your contribution in this way, you are well on the way to achieving Preferred Position. One of […]
Tip #2 – Stop Looking Out For Number One
Remember to understand the words “Operating Reality” and work in the customer’s operating reality, not your own. Think about what really matters to the customer. What is important to the customer? What need is he/she trying to satisfy? What result is the customer trying to achieve? When you’re in it just for yourself and the customer’s best interests […]