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Today’s customers are strikingly savvier than ever before. They know what they want and are pushing back against traditional selling tactics. Hitting sales quotas in this challenging environment requires sharp negotiation skills.
Negotiating effectively calls for a combination of unique traits and abilities. This article dives into four important ones that skilled sales professionals draw on to turn the tide in their favor.
Accurately read people
Strong sales call for a firm understanding of customer wants and needs. Customers are not always willing or able to articulate their wishes coherently. That’s why the best sales classes stress the importance of being able to read people.
When you can read people accurately, you’re able to get a better grasp of understanding what they’re thinking and feeling. You can use these powerful insights to craft pitches that are highly tailored to the individual’s needs. Customers are more likely to eagerly jump on board when a sales pitch speaks directly to their specific desires.
Stay calm under pressure
Some sales discussions can feel like you’re stuck in a boiler room. When that happens, it’s easy to blow a gasket. However, successful negotiators don’t let their emotions hijack them. They know that staying calm under pressure is to their advantage.
First, it allows the negotiators to remain clearheaded and focused on their goals. Second, it makes them appear more confident and in control. These are two essential qualities in any negotiation. So, when the conversation starts to heat up, the negotiators might choose to take a break to clear their heads. Or try to reframe the conversation to move in a more positive light.
Build rapport
Building rapport is more than just offering sweet, kind words or commenting on shared interests. It’s about developing solid trust, creating strong connections, and showing you genuinely care. When customers notice that you care, they are eager to do business with you. As entrepreneur and customer care expert Damon Richards puts it, “Your customer doesn’t care how much you know until they know how much you care.”
Research by Salesforce found that salespeople who build strong-lasting relationships with their customers are nearly 60% more likely to exceed their quotas. Also, when customers feel valued, they are more excited to refer you to their network.
Studies show that word-of-mouth is the most powerful marketing tool. According to Semrush, word-of-mouth is directly responsible for 90% of all purchases.
Think on their feet
Sales negotiations are often fluid. New information or players can throw a wrench in the best-laid plans. Stubbornly resisting the changes can lead to failed outcomes and have a devastating effect on your business’s success. That’s why sales classes train negotiators to think on their feet. It’s important to keep the sales ball rolling in such a way that every meeting gives birth to another meeting or action.
Quick-thinking sales negotiators can pivot quickly when things take an unexpected turn. Instead of running scared, this skill allows sales professionals to think strategically and draw creative solutions on the fly. As a result, they can stay one step ahead and keep discussions flowing smoothly without skipping a beat.
Don’t forget
The sales landscape is transforming at a breathtaking pace. To stay ahead of the curve, businesses need to level up. Investing in sales classes can help ensure that your team brings their A-game to every customer meeting. The time spent could help your business reach new heights of success.
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