The Salesman As Negotiator
A lot of people
are “negotiations phobic;” which is to say, they are
simply uncomfortable with the idea of saying how they feel and asking
for what they want in an atmosphere that feels slightly confrontational.
However, when the aim of the negotiation is to close an important
business deal, the stakes are even higher, because issues of financial
gain and job security are also at stake. In The Salesman As Negotiator,
we help you to see that what is really at stake in a negotiation
is the opportunity to build a valuable relationship.
The Road to Success:
Be a Winner in the Sales Industry
with the appropriate selling skills and mindset before you step
into the sales battlefield!
is no longer the same as before. One has to constantly upgrade his
skills so as to attain a larger market share in such competitive
times. Without the appropriate skills and mindset, selling is an
extremely tedious process, especially in the long run.
Having the appropriate
sales skills and mindset is vital, as all these assist a sales person
to compete in the challenging sales market. How do you know if a
sales person is facing difficulties in selling?
symptoms may indicate that you or your sales team lack the skills
and motivation to be competitive in the market:
sales person requires monitoring at all times, so as to motivate
him to perform. On the other hand, a good sales person is able to
perform routine tasks with minimal supervision.
sales person suffers from Monday blues. He dreads going to work
and feels unenthusiastic and gloomy especially on Mondays. His productivity
is low during the first few days of the week.
sales person holds several part-time jobs simultaneously, despite
having a full-time sales job. This could mean that his income from
his full-time job is insufficient and hence, he ends up sourcing
for more opportunities after office hours. Very often, one’s
performance is measured in terms of his contribution to the company
and as such, the sales person has to focus on his main job. This
will definitely affect his attention for other sales activities
after office hours. If he fails to perform well in his main sales
job, this could either mean that he is not giving his full commitment
to his full-time job or that he lacks the skills for the job. From
my research, most sales people who are holding multiple sales jobs
will not be able to perform well in their full-time jobs.
sales person feels negative and stressed in his job. He might even
criticize the products should he face difficulties in selling them.
His lack of confidence in selling the products could be attributed
to his incorrect mindset, lack of product knowledge, or selling
skills. He is struggling in sales instead of enjoying his career.
sales person is not motivated to achieve a breakthrough in his sales
results, as he is comfortable with his current performance. He does
not bother to make a conscious effort to upgrade his skills or increase
sales person is disorganized and does not plan his tasks. Without
a proper, organized plan, he is not able to maximize his productivity.
sales person is not willing to learn. Upgrading is essential to
enhance the skills and knowledge of the sales person. He is not
motivated to upgrade himself and will eventually be forced to leave
the market. He may be satisfied with his current skills and knowledge
and has a poor attitude towards learning. Perhaps he chooses to
remain in his comfort zone and hence, is not bothered about making
progress. As a result, he does not have the appropriate skills and
mindset to be competitive in the sales market. Such people are one
of the first to be retrenched, especially during this economic downturn.
is really tough in the long run, especially for those who are not
well prepared for the challenges ahead. These include sales people
who are not focused in their jobs due to having multiple unrelated
sales jobs, those who are not motivated and wander aimlessly in
their sales careers, as well as those who do not adopt the proper
mindset and attitude in the competitive and challenging sales industry.
relying solely on one’s company, one should be prepared to
sharpen his own sales skills, master the right techniques, as well
as adopt the appropriate mindset in the sales market.
A good sales
person knows how to propose the right products and services so as
to meet the needs of his prospects. As such, he has to understand
human buying behaviour. Hidden motives and intentions influence
the prospects’ decision making, which ultimately affect their
purchasing decisions. Therefore, the sales person has to be able
to make a link between the benefits of his products and the needs
of his prospects. This will increase the probability of his prospects
purchasing his products. Human behaviour can be easily interpreted
through observing their body languages. This will enable the sales
person to anticipate the next move of his prospects and take action
to help them make a decision. Thus, the selling process encompasses
taking into consideration how to stimulate one’s prospects
to purchase his products.
To sum it up,
a sales person has to master the following aspects when proposing
to his prospects:
motives in decision making
· Common human buying behaviours
· Body languages and how you can interpret them to anticipate
the next move
· Relevant and appropriate words to use in the selling process
A third aspect
that a sales person has to learn is rejection handling, as well
as the product knowledge. Very often, a rejection is due to the
service of the sales person or the product itself, and as such,
the sales person has to be good in his product knowledge. In other
words, a sales person’s product knowledge can affect a prospect’s
prospect’s rejection is adjacent to closing the deal. If the
prospect is satisfied with the sales person’s recommendation,
it is likely that he will make the purchase immediately. On the
other hand, a sales person may also meet customers who do not even
intend to purchase his products in the first place. Such customers
may ask many questions to ‘entertain’ the sales person,
and hence, the latter has to learn how to deal with such customers.
The fourth aspect
that a sales person has to master is the closing stage. Without
a strong understanding of the above three aspects – prospecting,
proposing and rejection handling, the closing stage will be a tedious
one. Many sales people are only too eager to master the closing
stage that they overlook the other three aspects. This is an incorrect
mindset in sales, as the other three stages are equally as important
as the closing stage. The understanding of body languages and human
behaviours will assist a sales person greatly in closing a deal.
the relevant sales skills and techniques, adopting the appropriate
mindset is also extremely crucial to the success of a sales person.
appropriate mindset involves having the right attitude and behaviour.
This affects a sales person’s motivation and ability to achieve
his targets. Everyone should aim for progress, be it a higher status
or an increased standard of living. It is pointless to remain in
the same position year after year. Therefore, adopting the right
mindset will influence one’s behaviour and improve his sales
performance in the long run. Regardless of the industry one is in,
it is crucial that he adopts the right mindset and learning attitude.
Even if one has been rejected by his prospect, he should take it
as a learning experience and instead, motivate himself to improve
his skills for future success.
a sales person should always bear in mind the common mistakes made
by others. If one is not aware of his mistakes, there is a tendency
to repeat them. This is definitely a waste of time and more importantly,
extremely costly, especially in terms of the lost deals.
is an essential aspect in sales as well. First impressions are always
important, and a good first impression would provide for a positive
and comfortable atmosphere between the sales person and his prospect.
the prospect during the first moments is definitely one step towards
winning the race.
sales can be a most fun, challenging and enjoyable career for many
of us. The opportunities in a sales career are endless and the income
can be quite unlimited, especially for jobs which are commission-based.
As long as one masters the necessary skills, practises the right
techniques, learns the required knowledge, and adopts the appropriate
mindset, he will be able to achieve his goals. This is especially
so for those who are more ambitious, as they will be the ones to
- By Kelvin
"Sales - A Winning Attitude Sells"
lack of faith that makes people afraid of meeting challenges, and
I believe in myself."
Sales Training: Suggested
25 Sales Habits of Highly Successful Salespeople
by Stephan Schiffman
Little Red Book of Selling : 12.5 Principles of Sales Greatness
by Jeffrey Gitomer
Your Sales Strengths: How the World's Greatest Salespeople Develop
by Benson Smith, Tony Rutigliano
Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
by William Skip Miller
Account Sales Strategy
by Neil Rackham
Keys to Sales Success: How to Make It Big in Financial Services
by James M. Benson, Paul Karasik
25 Most Common Sales Mistakes: And How to Avoid Them
by Stephan Schiffman
the Sales Force: Redefining Selling to Create and Capture Customer
by John DeVincentis
Psychology of Sales Call Reluctance: Earning What You're Worth
by George W. Dudley
Is Not a Strategy: The 6 Keys to Winning the Complex Sale
by Rick Page
Closing for Dummies
by Tom Hopkins
by Robert J. Calvin