Step into the Customer’s Shoes and asking questions!
Preparation is key!
The initial phase of gearing up for sales negotiation and sealing the deal involves thorough homework.
This encompasses gathering data and insights about the customer, understanding their challenges, and staying informed about our competitors who are also engaged in negotiations with the customer.
Valuable information can be extracted from the customer’s website, social media channels, and insights into their competitors. Additionally, a personal visit to the customer’s office, site, or a casual coffee chat can provide deeper insights.
Crafting a well-thought-out questionnaire can also be instrumental, ensuring we pose insightful questions about the specific challenges the customer expects us to address.
However, amidst all the preparation, it’s crucial to bear in mind a fundamental aspect of negotiation:
The deal is truly closed when the customer TRUSTs us and emotionally believes it’s a win-win situation!
While diligently conducting our homework, it’s imperative to anticipate and address all potential questions the customer might raise during the negotiation. Towards the end of our presentation,
we proactively say:
“Now, if I were in your shoes, I would ask…,”
Following this prompt, we provide well-prepared answers.
These questions could span a range of topics, from details about our offerings, services, solutions, warranty, and more.
No comment