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Sales negotiation

Many salespeople approach negotiations as battles to be won rather than challenges to be solved. The challenge is for both sides to consider what they would achieve if they determined the direction the discussions should take to enable both of them to see a win/win scenario developing.

How this position can be resolved often comes down to the attitude and mindset of the two parties. Here are some examples of how these problem-solving discussions can bear fruitful results

New to sales

For a while I always thought you had to be made for sales and you either knew how to sell or you didn’t. However since escaping the warm, comforting environment of education into the ‘real world’ I’ve noticed that good sales techniques can be learned and even a non-sales person can in time become a selling superhero.

So if you’re new to sales you’re probably thinking where to start and how to approach your first prospect. With the following three tips you can be on your way to sales stardom

Every company I’ve worked for has always had a sales team putting pressure on Marketing to provide ‘leads’, which is understandable. Usually the Sales Manager says, “Just get me the names and contact details of people who are willing to see me. Once I’m in front of them, I’ll do my job”. I do however have a problem with this, as it isn’t a lead. They’re inquiries, that is all.

I firmly believe that companies lose a huge number of sales leads by constantly trying to set up (possibly unwanted) sales calls