It is essential to know how to negotiate successfully or learn techniques that allow us to increase our sales. Learning to recognize when a theoretical deal is slipping from our hands and when we will have to put all the meat in the spit is also essential. Here are five everyday entrepreneur situations that should trigger all alarms.
Our Potential Client is Indifferent
A client interested in doing business with us should ask us questions, be curious, and express their concern in the less clear points. In this sense, our potential client doesn’t need to reject our proposal outright to understand that reaching an agreement will not be possible.
Observing how he does not ask us questions, barely intervenes in the conversation, or consents to everything we say will be enough. If so, let’s consider whether we should go forward or understand that we are not interested in what we say.
A Clear Deadline is Not Established When Deciding
For any commercial, closing a sale as soon as possible is vital. The longer a decision process takes, the more chances our prospective client will finally choose not to close the deal.
In this sense, establishing short deadlines and even encouraging quick decisions through discounts and special offers can effectively reduce time.
Negotiate With a Person Who Does Not Have Decision-making Power
Negotiating with a potential client begins with someone who does not have a high degree of responsibility within the company or has no power to decide on the matter that interests us.
It is perfectly normal and, in theory, does not have to mean anything negative. However, if, after some previous conversations, we cannot establish contact with the person with that capacity when making decisions, the time may come to consider if they are interested in us.
Our Price is Very High
One of the main objections we can find during the negotiation process is that our price is very high. They will tell us they can find a similar service and product at a lower price than our competition.
Suppose we’re not able to lower our margin. In that case, we must worry about offering added value, negotiating the payment terms, or offering a lower price in the first order in exchange for re-adjusting the price in a later one, assuring us that, yes, a minimum of orders.
Customers Ask for a Proposal Before Negotiating
Before sitting down to negotiate with us, if a potential client is asking us for a recommendation or, even more, the offer that we can provide, the chances that it is a “market study” are high.
In this case, the customer is comparing prices of several manufacturers, so it is not for more than we are the ones who take the first step and, before sending our proposal, ask about the criteria that will be considered beyond an adjusted price.
Since the customer is always right, try making realistic negotiations and proposals. If you focus on the profit, not what the customer wants or desires, you can experience considerable loss.
All in All
Remember that every customer is in a vulnerable situation when you are pitching. Your job is first to calm them down and make them trust you. It would be best if you pitched in relatable information. Always treat your customers the way you expect to be treated. Create a need, pitch them ideas, and make a sale.
If you miss any of those five points, it can be difficult to make a sale.
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