What you must know?
That you can do it!!
Salespeople are afraid to walk away from any deal no matter how small or how little profit there might be in the deal.
On the one hand, that’s good because in sales we’re taught to stay in the game.
But on the other hand, it doesn’t make any sense to give away the farm just for the satisfaction of closing a sale.
You must know what your minimum expectations are before you start any sales negotiation. If you don’t, you’ll get hammered, because you’ll wind up giving and giving, thinking just giving one more item won’t make that much of an impact.
Walking away from a sale is not something a salesperson wants to do, but you have to be prepared to do it. When you do wind up doing it, you’ll be amazed at how you feel.
At first you’ll feel like you just did something that will make you an outcast forever, but after a few minutes, you’ll begin to feel good. You’ll feel good because you stood up to the demands of the customer and you held firm.
All it takes is for a salesperson to do it once, and from that point on, they approach each sales negotiation with a much different attitude. With one successful rejection of a customer under a salesperson’s belt, they will have far more confidence going into every sales negotiation from that point on.
Result is they will have sales negotiations that are far more profitable for them and their company.
Now for the outcome you didn’t expect to hear: The customer you walked out on over price will many times come back to you and agree to buy from you on your terms.
Does it happen every time? No, but I’ve seen it on many occasions.
When it does happen, you’ll gain the sale on the terms you wanted and the customer understands the real price/value relationship.
Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.