Sales Training Articles

When we are in the final stages of a negotiation, sometimes there is a need to say “no.”

The problem is how to do it without bringing the negotiation down.

Both parties want to get the best they can out of the deal.

The negotiation often focuses on price, but many times there are other conditions that we can use, for example, contractual conditions, delivery dates, product or service options, etc.

Many of our clients are excellent negotiators, and if we are not attentive focused on all the details of the negotiation, we are often “eaten.”

Sometimes it is necessary to say no to something our customer asks.

The simplest way to do this is to “not” do it right away.

Instead of saying “no” right away, we should first … [ Read the rest ?? ] “Negotiation: Do you know how to say “No” to a customer?”

One of the more controversial issues in companies is the systematization of processes related to the commercial area.

Customer and prospect databases

Sales process documentation

Systematization of processes

are a mirage for most companies.

Many already have it, but others are still a long way from having something in this direction.

Since we don’t have all the time in the world, let’s look at the customers and prospects database.

In the future, we will focus on the other two topics.

Often the only thing in companies is a database of current customers.

That is, those to whom we have sold in the past.

But even this is usually incomplete, as it was created out of financial necessity and lacks commercial information that matters.

At least not for the salespeople’s work.… [ Read the rest ?? ] “Do you know where your customers are?”