What is the main point in sales negotiation for a closer?
When negotiating with customers, the key question is: what truly influences their buying decision? Is it finding the best price, superior quality, or fast delivery?
While these factors certainly contribute to customer loyalty and long-term relationships, during the initial sales negotiation, the focus for a skilled closer shifts: the customer’s emotions.
Closing the Deal on Emotions:
Professional closers understand that customers ultimately buy based on feeling a positive emotional connection to the offer. Even if your product lacks a clear advantage over competitors, the art of closing lies in pre-negotiation research (thorough homework!), followed by an insightful psychological evaluation of the customer. This allows for crafting a unique presentation that targets their emotional triggers.
The pivotal moment occurs when the customer feels strongly that “This is a good deal” and expresses a genuine desire to acquire it. At this point, other factors like price and delivery become secondary.
Brand Power and First Impressions:
Certain companies have established trust through the power of their brand. However, if your brand recognition is lacking, it’s your sales manager’s responsibility to build trust during the negotiation. Remember, the first 30 seconds are crucial for establishing trust and rapport.
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