When developing selling techniques, every detail is important. Think for a moment about the vast amount of information that you handle during a sales negotiation, and everything you have to keep in mind so as not to leave anything to chance. Take note of these three techniques on how to sell and reach a successful agreement:
1. List agreements to control details
Every detail counts, however, it is obvious that not all of them carry the same weight during a negotiation. Those who know techniques on how to sell can play and keep the balance between those aspects which are crucial and those that are less important.
Keeping track of reached agreements will allow you to move forward and then focus in details, with which you can make a difference. One way to list reached agreements is to use a checklist to see, in a simple glance, all the issues that have been addressed during the negotiation process.
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2. Keep track of pending issues
In the same way that you try to keep track of the agreements reached by both sides, it is also necessary to write down those issues that have not been closed and still need a decision to be made upon. Both lists (closed agreements and pending issues) must be separate in order to avoid confusion, so that it will also be easier to keep track of which direction the negotiation is going. Having control of every negotiation is crucial, so maybe your sales team needs a ‘Scorecard’ for negotiations.
3. Consider the concessions by each side
The best methods on how to sell agree on the importance of bringing to the table the concessions that each side has agreed to make. The two negotiators, or the salesperson and their customer, end up conceding in one aspect or another during the process, and it is necessary that both be clear about the steps taken by each.
Keep in mind that just writing down the concessions on a sheet of paper is not enough, and also that not all concessions are as important. It is therefore essential to know and value the concessions made by each part if we want to build long-term relationships. Some of these points may become inconsequential as the process progresses, or on the contrary, can turn out to be vital when closing a deal.
In short, during a negotiation process, do not lose sight of the agreements that you have come to, the issues that are still pending and the concessions that have been made by both you and the other party.
What are your best techniques on how to sell?