It is essential to know how to negotiate successfully or learn techniques that allow us to increase our sales, so we must learn to recognize when a theoretical deal is slipping from our hands when we must put all the meat in the spit.
Convincing someone is not an easy task, especially in terms of selling. Creating a need, pitching your product, and convincing someone you do not know is a lot of work. You can only get better at it with practice. Here are five everyday situations that we must focus on that should trigger all alarms. Let us get straight into it.
Our Potential Client is Indifferent
Clients interested in doing business with us should ask us questions, be curious, and express their concerns about unclear points. In this sense, our potential client does not need to reject our proposal outright to understand that reaching an agreement is impossible.
It will be enough to observe how he does not ask us any questions; he barely intervenes or assents to everything we say. If so, we should consider whether we should go forward or understand that we are not interested in what we have to say.
A Clear Deadline is Not Established when Deciding
For any commercial, closing a sale as soon as possible is crucial. The longer a decision process takes, the more chance our prospective client will finally choose not to close the deal.
Establishing short deadlines and encouraging quick decisions through discounts and special offers can reduce time.
Negotiate with a Person Who Does Not Have Decision-Making Power
It may be that the process of negotiating with a potential client begins with a person who does not have a high degree of responsibility within the company or who has no power to decide on the matter that interests us.
The company is perfectly normal and, in theory, does not have to mean anything negative. However, suppose after some previous conversations, we cannot establish contact with someone who can make decisions. In that case, the time may come to consider if they are interested in us.
Our Price is Extremely High
One of the main objections we can find during the negotiation process is that our price is extremely high. They will tell us they can find a similar service/product at a lower price than our competition.
Suppose this is true, and we are not in a position or do not want to lower our margin. In that case, we must worry about offering added value, negotiating the payment terms, or offering a lower price in the first order in exchange for re-adjusting the price in a later one, assuring us that Yes, a minimum of orders.
They Ask Us For a Proposal Before Negotiating
If a potential client, before sitting down to negotiate with us, asks us for a proposal or, even more, the offer that we can get to do, the chances that it is a “market study” are high.
In this case, the usual thing is that the customer is comparing prices of several manufacturers, so it is not for more than we are the ones who take the first step. Before sending our proposal, ask about the criteria the company will consider beyond an adjusted price.
All in All
It would help if you made your customer feel like there is no one out there better than you who can fix their problems. Create a need, pitch surrounding that need, and make a sale. A sale is closed on 50% luck and 50% dedication. You cannot convince someone to listen to you without your hard work and skills. Make sure your tone is engaging and professional; your energy makes them want to hear you at least out. You have that set; there is no stopping you!
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