- When Win-Win Is Not the Best Sales Negotiation Approach
You've been working on a sale for 4 months and everything's going great. Your potential customer, the decision maker, is talking as if the deal is done. But before final sign off, you must meet with the CFO.
You get to the meeting.
The CFO is icy.
She opens by saying, "I have a hard stop in 45 minutes, and the only issue I have with the project is the price. I’m prepared to sign off on it, but things have been tough and I am going to need you to drop your fees by 15%. If you can do that, the deal is done."
Sellers who aren't prepared for this situation lose sales. Or maybe they win them, but they only do so after dropping their prices and cutting their margins.
Anyone who's been around in the world of sales has heard of win-win negotiation. The idea is to work collaboratively to develop creative solutions that expand the pie and create success on both sides. Some people go as far to say that win-win is the only approach you need to know for success...[click to continue...]
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- Be Assertive in Sales (Without Getting Fired)
A long time ago, I was fly fishing with a grizzled, old, big company leadership consultant. I asked him what he thought differentiated good consultants from great consultants—those at the pinnacle of the game.
He said, "Let me think."
A little while later, we were in the middle of the river when he turned to me and said, "A great consultant will say what he has to say to the client—what the client needs to hear—but that might get the consultant fired. Though, at the end of the day, the consultant has the interpersonal skills not to get fired."
In other words, great consultants are assertive, but also have a deep well of emotional intelligence.
What makes for a great consultant, in this case, also makes for a great insight seller. In fact, assertiveness is one of the 12 key attributes of insight sellers.[click to continue...]
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- Is Your Need for Approval Holding You Back from Sales Success?
How many times have you left a sales meeting and thought, "I should have said that..."?
Or, during a meeting, as you listened to what a prospect was saying, you thought, "That's not right; he will be making a big mistake if he goes down that path," but you never voiced your opinion?
Or, perhaps even more dramatic, you got the sense, "This guy is holding something back. I need to get to the bottom of this." But, again, you said nothing?
In all of these examples, what usually keeps you from saying the things you want to (and should) say is a strong need for approval from your prospects. You want to be liked, and in some cases loved, more than you want to close the deal. Research1 that includes more than 500,000 sellers estimates that 47% of sales people have a need for approval to the extent that it can limit their ability to ask tough questions, disagree when appropriate, and advocate for a point of view that may be disruptive to the status quo.[click to continue...]
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- Should Buyers Take You Seriously?
What do James Franco, Daniel Craig, and Mo'Nique all have in common? They're described as actors who bring gravitas to their roles on the big and small screens.* Another is Sir Patrick Stewart, who embodied gravitas as Capt. Jean-Luc Picard on Star Trek: The Next Generation. Picard had power and authority. He commanded respect. When he spoke, the Enterprise—and everyone else in the universe—listened.
Gravitas is rooted in Latin, meaning heavy, serious, having gravity. In the sales world, gravitas means you're someone to be taken seriously.
When buyers take you seriously, they're more apt to take your advice and buy into your ideas. That's why gravitas is a key quality of an insight seller.
Got Gravitas? What It Means for Winning Sales
Insight sellers possess 12 key attributes needed to succeed in sales. We've divided them into tendencies that drive behavior and qualities that guide those actions. Gravitas is one of five qualities found in sellers who consistently win sales. So what does gravitas look like?[click to continue...]
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- Do You Have What It Takes to Become an Insight Seller?
There’s a revolution underway in sales. What used to work, even just a few years ago, is no longer enough to win major sales today.
As a result, a new breed of seller, who's beating out the competition and winning the sale, has emerged: the insight seller.
Insight sellers share new ideas and perspectives with their buyers, and they collaborate with buyers to develop the best solutions. They don't just sell the value of their products and services, they become the value.
To succeed as an insight seller, we've identified 12 key attributes, which we divide into tendencies and qualities that drive their success. They're divided like the image to the left.
Insight sellers share 7 tendencies—these are the predispositions that drive how people choose to spend their time:
- Passion for Work and Selling: Insight sellers have a desire for success in general and for selling in particular...
Image source: Schultz, Mike, and John E. Doerr. Insight Selling: Surprising Research on What Sales Winners Do Differently. Hoboken, NJ: John Wiley & Sons, 2014.[click to continue...]
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