I have written three columns on tips from one of the countries most successful sales women, Barbara Corcoran. Her best selling book, "Use What You've Got & Other Business Lessons I Learned From My Mom", is full of great ideas, tips and success stories.
This month's column is the final "chapter" in my business success series utilizing Corcoran's exploits and ideas.
Admittedly the one ingredient that separates all good sales people from the run of the mill performer is a 'never give up' attitude. Persistence always pays dividends. A thorough knowledge of your service or product and a willingness to pursue the gold is the route to fame and fortune. Remember the road to success is always under construction.
Plan 4: How to Strategize, Mobilize, and Capture the Sale.
Numbers don't kill deals, egos do. A salesperson's job is to control perception and keep everyone feeling like a winner. If one side feels that the other got the better deal, you can bet the deal will fall apart. A good deal is when each side is a little bit happy and a little bit sad. It's also the deal that sticks.
Checklist for negotiating the sale
Never take sides.
In negotiation you need to stay independent so you can think independently.
Get all the facts before you start.
A small objection that is easily overcome soon becomes a nightmare when it's discovered too late in the negotiation.
Anticipate every possible objection.
It's the salesperson's responsibility to have an answer ready before a question is raised. A good sales exercise is to write down a commonly heard objection and then brainstorm every possible answer. Pick your best three and practice them until they roll off your tongue.
Don't rush the bid.
Buyers change their mind when they are pushed to buy before they're really ready.
Dress up an offer by putting it in writing.
Everyone takes a written offer more seriously.
Whenever you're uncertain do nothing.
It's on the firing line that you're most apt to make a strategic mistake. Since very few sales are lost by taking a few minutes to think, step back and think through what your next move ought to be. You'll have the general's perspective and a much better shot at making the sale.
Play your hand to its best advantage.
Price is not the only card in your hand. The other negotiating points are delivery date, financing terms, warranties and extras.
Never leave only one remaining issue on the table.
With only one question left to be resolved, there has to be a winner and a loser.
Get it in writing.
Kisses aren't contracts.
How to Spot, Shoot, and Stuff a Slump
Sales is a business of fifteen no's to every one yes. Most sales slumps start when competition is stiff and one lousy customer has succeeded in wasting your time. You know you're headed for a slump when you begin to take your business personally
Steps for getting out of a slump:
Stop worrying about the next deal.
Instead, make weekly appointment goals and write them in your calendar. It'll take the pressure off and lay right the foundation for future sales.
Knock that chip off your shoulder.
It's a sure sign you're taking the business too personally.
Don't worry about what everybody else is thinking about you.
Nobody's watching and nobody gives a damn.
Make a plan of action.
Failure is a state of mind, but success is a state of action.
Mind your own business.
Stop comparing yourself to everybody around you. If you're minding someone else's business, who's minding yours?
Take a vacation.
Vacations are the best way to recharge your soul. Put aside the days for your vacation now, and the one after that, too. Slumps never follow vacations.
Steps for avoiding the next slump:
Don't go to pity parties.
There can't be a pity party without two people. "Oh, poor me!" needs an "Oh, poor you." Stay away from complainers.
Stop watching the next guy.
You can't keep your eye on yourself and the next guy at the same time. It's just not true that "everyone's making sales but me."
Don't try to sharp-shoot.
While you're being picky about what you're being picky about, your competitor is out with your customer. Sharp-shooting is the sales equivalent of throwing the dice and expecting snake eyes every time.
Stop putting it off.
Procrastination is poisonous to success. Procrastination breeds guilt, guilt breeds depression and depression breeds failure.
So now that you know everything there is to know about sales, why don't you get out there and use what you've got?
This month's column is the final "chapter" in my business success series utilizing Corcoran's exploits and ideas.
Admittedly the one ingredient that separates all good sales people from the run of the mill performer is a 'never give up' attitude. Persistence always pays dividends. A thorough knowledge of your service or product and a willingness to pursue the gold is the route to fame and fortune. Remember the road to success is always under construction.
Plan 4: How to Strategize, Mobilize, and Capture the Sale.
Numbers don't kill deals, egos do. A salesperson's job is to control perception and keep everyone feeling like a winner. If one side feels that the other got the better deal, you can bet the deal will fall apart. A good deal is when each side is a little bit happy and a little bit sad. It's also the deal that sticks.
Checklist for negotiating the sale
Never take sides.
In negotiation you need to stay independent so you can think independently.
Get all the facts before you start.
A small objection that is easily overcome soon becomes a nightmare when it's discovered too late in the negotiation.
Anticipate every possible objection.
It's the salesperson's responsibility to have an answer ready before a question is raised. A good sales exercise is to write down a commonly heard objection and then brainstorm every possible answer. Pick your best three and practice them until they roll off your tongue.
Don't rush the bid.
Buyers change their mind when they are pushed to buy before they're really ready.
Dress up an offer by putting it in writing.
Everyone takes a written offer more seriously.
Whenever you're uncertain do nothing.
It's on the firing line that you're most apt to make a strategic mistake. Since very few sales are lost by taking a few minutes to think, step back and think through what your next move ought to be. You'll have the general's perspective and a much better shot at making the sale.
Play your hand to its best advantage.
Price is not the only card in your hand. The other negotiating points are delivery date, financing terms, warranties and extras.
Never leave only one remaining issue on the table.
With only one question left to be resolved, there has to be a winner and a loser.
Get it in writing.
Kisses aren't contracts.
How to Spot, Shoot, and Stuff a Slump
Sales is a business of fifteen no's to every one yes. Most sales slumps start when competition is stiff and one lousy customer has succeeded in wasting your time. You know you're headed for a slump when you begin to take your business personally
Steps for getting out of a slump:
Stop worrying about the next deal.
Instead, make weekly appointment goals and write them in your calendar. It'll take the pressure off and lay right the foundation for future sales.
Knock that chip off your shoulder.
It's a sure sign you're taking the business too personally.
Don't worry about what everybody else is thinking about you.
Nobody's watching and nobody gives a damn.
Make a plan of action.
Failure is a state of mind, but success is a state of action.
Mind your own business.
Stop comparing yourself to everybody around you. If you're minding someone else's business, who's minding yours?
Take a vacation.
Vacations are the best way to recharge your soul. Put aside the days for your vacation now, and the one after that, too. Slumps never follow vacations.
Steps for avoiding the next slump:
Don't go to pity parties.
There can't be a pity party without two people. "Oh, poor me!" needs an "Oh, poor you." Stay away from complainers.
Stop watching the next guy.
You can't keep your eye on yourself and the next guy at the same time. It's just not true that "everyone's making sales but me."
Don't try to sharp-shoot.
While you're being picky about what you're being picky about, your competitor is out with your customer. Sharp-shooting is the sales equivalent of throwing the dice and expecting snake eyes every time.
Stop putting it off.
Procrastination is poisonous to success. Procrastination breeds guilt, guilt breeds depression and depression breeds failure.
So now that you know everything there is to know about sales, why don't you get out there and use what you've got?