How to Master Sales Negotiation and Close More Deals
Posted: Sun Jan 19, 2025 4:26 am
Identify Decision-Makers
Conducting a sales negotiation with one person is fairly straightforward. But that’s not always how these things happen. You might be selling a product to a family, like a new TV or couch. Or you might have to win over whole committees to sell your services. Remember that even if everyone gets a say, someone may still essentially be “in charge.”
Say you’re negotiating with a tech company looking to buy ai domain names. Your pitch may rely on the novelty of using a .ai domain for AI-driven web tools. But, no matter how much this appeals to members of the development team, it’s senior leadership who ultimately controls the purse strings.
Which means they’re the ones you have to appeal to. So, in keeping with this example, you might highlight the business benefits of a distinctive or evocative web domain for promotional purposes. Or you might win over budget-minded decision-makers with affordability options.
Figure Out Their Pain Points
Pain points are essentially issues, absences, and obstacles we face. In other words, they’re the problems your products or services are meant to fix. Understanding a client or customer’s pain points helps to figure out why they’re trying to make a purchase in the first place.
With this information, you can do a much better job of making suggestions or offering solutions. For example, say you’re selling B2B comms tools. A client’s call center workers might be struggling to hit their targets. In which case, automatic dialler software could definitely interest them, so you’d focus on that first.
Use Objective Figures and Standards
Winning people over with razzle dazzle is great. But if all you have are vague assertions that your product is amazing, you’ll start to sound like a con artist. Having objective performance stats and comparisons is absolutely essential, especially in industries or sectors with high technical standards.
Maybe you’ve generated cybersecurity leads you want benin cell phone number database to convert into anti-spyware sales. In this case, you’ll need factual product comparisons against other high-performing cybersecurity brands. And it’s not just about winning over experts. Many potential customers won’t necessarily know much about what you’re selling, so you need to help them find their ideal solution.
There’s No Sense Rushing a Sales NegotiationIf you work in B2B sales, chances are that you’re familiar with the LinkedIn networking platform. LinkedIn is considered a professional platform for creating connections, engaging in conversations, and gaining insights from experts in the B2B sector. It serves as an avenue to expand one’s network and stay updated.
LinkedIn has completely transformed how we network and even introduced a selling technique called social selling. This approach has become the tactic for successful sales professionals across various B2B industries.
Before we delve into the specifics, it’s important to understand what it entails, the elements that contribute to social selling, and some recommended approaches that can yield positive results.
Conducting a sales negotiation with one person is fairly straightforward. But that’s not always how these things happen. You might be selling a product to a family, like a new TV or couch. Or you might have to win over whole committees to sell your services. Remember that even if everyone gets a say, someone may still essentially be “in charge.”
Say you’re negotiating with a tech company looking to buy ai domain names. Your pitch may rely on the novelty of using a .ai domain for AI-driven web tools. But, no matter how much this appeals to members of the development team, it’s senior leadership who ultimately controls the purse strings.
Which means they’re the ones you have to appeal to. So, in keeping with this example, you might highlight the business benefits of a distinctive or evocative web domain for promotional purposes. Or you might win over budget-minded decision-makers with affordability options.
Figure Out Their Pain Points
Pain points are essentially issues, absences, and obstacles we face. In other words, they’re the problems your products or services are meant to fix. Understanding a client or customer’s pain points helps to figure out why they’re trying to make a purchase in the first place.
With this information, you can do a much better job of making suggestions or offering solutions. For example, say you’re selling B2B comms tools. A client’s call center workers might be struggling to hit their targets. In which case, automatic dialler software could definitely interest them, so you’d focus on that first.
Use Objective Figures and Standards
Winning people over with razzle dazzle is great. But if all you have are vague assertions that your product is amazing, you’ll start to sound like a con artist. Having objective performance stats and comparisons is absolutely essential, especially in industries or sectors with high technical standards.
Maybe you’ve generated cybersecurity leads you want benin cell phone number database to convert into anti-spyware sales. In this case, you’ll need factual product comparisons against other high-performing cybersecurity brands. And it’s not just about winning over experts. Many potential customers won’t necessarily know much about what you’re selling, so you need to help them find their ideal solution.
There’s No Sense Rushing a Sales NegotiationIf you work in B2B sales, chances are that you’re familiar with the LinkedIn networking platform. LinkedIn is considered a professional platform for creating connections, engaging in conversations, and gaining insights from experts in the B2B sector. It serves as an avenue to expand one’s network and stay updated.
LinkedIn has completely transformed how we network and even introduced a selling technique called social selling. This approach has become the tactic for successful sales professionals across various B2B industries.
Before we delve into the specifics, it’s important to understand what it entails, the elements that contribute to social selling, and some recommended approaches that can yield positive results.