Sales & Marketing Consultant, Bestselling Author & Business Motivational Speaker

I’m going to keep things short and sweet today. We’re going to talk about why it’s important to be assertive when you are attempting to negotiate a sale.

Simply put, the more assertive you are the better your chances of making a sale.

You have two options. You can:

• Ask for a sale.
• Not ask for the sale.

Which do you think would be more effective? (This is not a trick question).

According to Andrew Gibbons there are two main principles to assertion. The first says that you won’t get things that you don’t ask for. The second says that people who ask for things tend to get alot.

These principles definitely apply to your sales tactics.

I don’t care how flashy your presentation is, how well prepared you are before you step into a meeting, or how great your product is. Your meeting is nothing but a waste of time if you don’t come right out in the end and ask for the sale.

So take a few moments today and think about your most recent sales presentations? Do you leave your card and hope your prospect will follow up with you? Or do you ask for the sale – either in the meeting or in your follow-up call?

Sean

Sales Expert - Marketing Consultant – Motivational Speaker

Negotiation is key to sales. You can’t walk into any sales or marketing scenario with only one plan or deal in mind and expect your potential customer to merely accept what you have to offer without a second thought. Make sure you take the following four tips into consideration if you want to successfully negotiate your next sale.

First, begin your presentation with your vision of the end in mind. You’d like your prospect to welcome you warmly, be impressed by what you have to offer, ask valid questions, and make a purchase. Keep this positive image in mind as you proceed.

Second, make sure your prospect is as prepared for your meeting as you are. Don’t spring surprising questions that leave him scrambling for information. Ask questions in advance if you need to know a bit more about the company you’re dealing with. Let your client know you want to tailor your presentation and proposal to their specific needs.

Next, find a way to align yourself with the company’s decision makers. Let them know you understand exactly what they need and that you’re there to serve their best interests. Show them how your product aims to achieve that goal.

Finally, send a positive message with your presentation. Make sure you’re as organised as possible so that your clients aren’t confused about the differences between what you’re saying and how you act. No one wants to make a purchase from an unprofessional salesperson.

Keeping these four tips in mind will put you in a position of strength when it comes time to negotiate prices, quantities, and need. Maintain control and you’ll look like a hero in the end!

Sean

Sales Expert - Marketing Consultant – Motivational Speaker