Saleskipathshala : 7 Laws of Sales Negotiation- by Sanjay Singh
0 likes26 views
爐爛爐爐 爐爐 Price Leader 爐爐 Price Follower? 爐爛爐爐 爐爐 爐爛 Product 爐爛 爐伍す爛 Price 爐爐項爐 爐爐逗げ爐むぞ? 爐爛爐爐 爐爐 爐爛 爐爛爐萎ぞ爐項 爐爐 爐伍 爐項ぎ爛爐謹ぞ Discount 爐爛 爐爐爛爐爛爐 爐爐萎い爛 爐項? 爐爐爐爛 爐爛爐÷ぜ爐逗く爛 Sanjay Singh 爐爛 爐伍ぞ爐 爛оエ 爐爐爐伍爐 爛爛爛оギ 爐爛 HYATT, Raipur 爐爛爐爐鉦う爐 爐爐鉦え爐爐鉦ぐ爛 爐爛 爐爐逗く爛 爐爛爐迦た爐 爐爐萎 - http://consult4sales.com/sales-negotiation-clinic/ #salesTraining #Raipur #SalesNegotiations #Sales #SME #CEO
Saleskipathshala : 7 Laws of Sales Negotiation- by Sanjay Singh
- 2. BECOME TOP CHOICE OF CUSTOMERS FIRST Nothing else is in the consideration set of customers www.consult4sales.com 2
- 3. When should you entertain the Discount question of Customers? www.consult4sales.com 3
- 4. What should you do if you are not yet the customers top choice? Ask, Validate & Negotiate www.consult4sales.com 4
- 5. Symptoms and Remedies www.consult4sales.com 5 Ask these Questions Give these Answers What are the other comparable options? Ok, let us arrive at the best choice. What do you lose if you do not buy my product? Ok, let us translate the benefits into a number that you save for yourself. Why is it so important for you to buy my product? Ok, let us look at others which can give you similar benefits. After this let us arrive at the top choice.
- 6. WHAT IS THE OPENING OFFER? Well begun is half won! www.consult4sales.com 6
- 7. What is a good opening price? www.consult4sales.com 7
- 8. www.consult4sales.com 8 1. Must not be given unless you are the buyers top choice. 2. Must be higher than final deal price. 3. The customer must feel that price is high 4. Deal is never done on opening price. Rules for making opening offer to customers
- 9. WHAT ARE THE FINANCIAL BENEFITS OF YOUR SOLUTION? Do not assume that customers will know them www.consult4sales.com 9
- 10. Can you measure the benefits of your solution? www.consult4sales.com 10
- 12. Best Price for what? What is the solution being offered? www.consult4sales.com 12
- 13. How will you fight the demand for price squeezing? www.consult4sales.com 13
- 15. What is your favorite position? www.consult4sales.com 15
- 16. What are the possible positions to take? www.consult4sales.com 16 PositionsProduct Price Promotion Packaging People Pride
- 17. Do you know how to monetise the Intangibles? www.consult4sales.com 17
- 18. What are the intangibles in your offering that can be monetized? www.consult4sales.com 18 1. TAT (Turn Around Time) for service. 2. Installation on site 3. Transport for product from godown to site. 4. Quality of people who will serve the customer. 5. Insurance in transit 6. Empowerment through training to make best use of the product or service. 7. Availability of spares / consumables / bench strength 8. Other risks which you cover intangibly
- 19. Do you have your Negotiation Exchange Kit ready? www.consult4sales.com 19
- 20. Negotiation X-change Kit www.consult4sales.com 20 What customers will ask? What will you ask in return? Give me x% discount? Give me extended warranty free of cost? Give me all options in the same price? Give me free consumables? Give me free installation? Give me Free Training? Cover all my risk free of cost? What customers will ask? What will you ask in return? Give me x% discount? Give me extended warranty free of cost? Give me all options in the same price? Give me free consumables? Give me free installation? Give me Free Training? Cover all my risk free of cost?
- 23. No deal is also a deal! Thank you! www.consult4sales.com 23