How can you use negotiation to exceed your sales targets in sales coaching?

The hardest thing is to grow someone's strength, not via a template training. But a customised, tailored coaching solution. One that looks at freeing up bottlenecks, and pushing top lines. Focusing on the growth of the sales-person is the key in blooming the company!

Start by truly understanding your client's needs and pain points—knowledge is your biggest weapon. Then, flip the script and showcase how your product or service isn't just a solution but a game-changer. Be confident, but flexible; negotiations are a dance, not a boxing match. Don't be afraid to throw in some creative perks or sweeten the deal. It's not just about closing the sale; it's about opening a door to a lasting partnership. Keep it real, keep it human, and watch those targets get blown out of the water!

a crucial lesson lies in guiding salespeople to not only refine their skills but also embrace rejection as a stepping stone to improvement. By understanding that rejection is not a roadblock but rather a valuable source of insights, sales coaching fosters resilience, adaptability, and a mindset that transforms setbacks into opportunities for growth

In my experience of 8 years in sales work with sales teams to increase sales rep performance and build sales rep empowerment

one of the most challenging things in negotiating a deal is to understand the other side of the table. Why are they there? What do they want to achieve? Do you have the right people in front of you? What single piece of information do we not know, that can make or break the entire deal? If you learn the other side's "what you don't see", you have the upper hand. Its always important to also understand at what point do you get up and leave the table. Are their demands "too demanding"?

🤝 Elevate your sales game with negotiation skills! 💼 Effective communication, understanding client needs, and crafting tailored solutions are key. Sharpen your negotiation prowess to handle objections, resolve conflicts, and close deals confidently. 🚀 Mastering these skills means boosting sales, customer satisfaction, and retention.

🎯 Sales Coaching Pro Tip: Unlock success with BATNA! 📈 BATNA (Best Alternative To a Negotiated Agreement) helps gauge options & set expectations. Coach your team to ID their BATNA for deals, compare offers, and negotiate smartly. Dig into counterparts' BATNA, leverage your value, and craft irresistible proposals. Elevate your sales game! 💪

1. It provides a logical framework rather than a rigid sequence 2. Allows sales people to enhance communication with their prospects, deliver value and close more deals as a result 3. Steers conversation away from the sales person and focus on customer and their needs Application I have seen more in organisations who are in the business of selling “High Value” products or services

SPIN is over 30 years old and even it’s author, Neil Rackham, indicates that the situational questions were necessary as up to date information on companies was not as prevalent as it is today with the internet, social media, etc. Today’s sellers need to perform a basic level of research prior to contacting the buyer or target audience. This respects the buyer’s time and allows more time to ask implication questions and develop an understanding of their needs in order to teach the prospect what pain points your solution solves or if it’s not a good fit at that time.

🤝 Elevate your sales game using the Harvard Method! 📈 Focus on mutual gains, not positions. Coach your team to understand interests, generate creative solutions, and base negotiations on fair standards, not power plays. This collaborative approach fosters sustainable agreements and stronger relationships, leading to long-term success. 💼💡

If you are new at a company, you should spend time with the top performers to learn what they are doing. but shadowing other reps isn't enough. My process is the following: Shadow - Reflect - Cement Shadow: Learn what they are doing well. Listen to their calls, join their meetings, ask them to show you processes. Reflect: How would you have done the call you listened in on? Anything you wouldn't have done? why? Cement: Take your learnings out in the field and practise them so the methods you have learned from your peers stick. practise makes perfect. don't be afraid to mess it up.

Experience [that is well gained] Not just meeting a lot of clients and failing to win in negotiations. I am talking about the careful deconstruction and analysis of each sales appointment, and how the negotiation went. What were the failure points, where were the successes. What could be done better. When a coach has gone through multiple iterations of tests and trials of the various negotiation methods, they get better at coaching others to do the same.

Establish a strong understanding of your product or service and its value proposition. This knowledge forms the basis for persuasive negotiations. Identify the client's needs and pain points, and tailor your approach accordingly. Utilize active listening to uncover their motivations and concerns. Emphasize the benefits and unique selling points that align with the client's needs. Showcase how your offering can bring them tangible value and solve their challenges. During negotiations, be flexible and willing to adapt your strategy to accommodate their requirements, while also maintaining your bottom line.

It's hard to sell a product you don't believe in. a product can be hard to sell, but a sales person who believes in the product will sell more than the sales person who doesn't. A true sales person lives and breathes the product or service they are selling, and the best sales people don't even "sell". They evangelise, the preach, they tell great stories. Most companies are either in a cost saving mode or a money making mode. If you can quantify the ROI in your product and ensure one of those two are addressed, it's hard to say no.