Are your sellers falling short in their negotiations?
“The more you sweat in times of peace, the less you bleed in war.”
This great saying is a wonderful reminder for all salespeople, especially when it comes to negotiating.
The truth is, most mediocre salespeople are playing more than they’re practicing. That is, they’re neglecting the preparation stage before their sales interactions and deciding to “just wing it.” As a result, they’re simply not getting results. There is no bigger shame than having the potential to succeed beyond one’s wildest dreams, but not doing the due diligence to make that success happen. If one or more of your salespeople are consistently walking out of negotiations empty handed, this could be the reason.
Simply put, if you don’t have a plan, you’re likely not making the sale. I dive deeper into this idea in this article.
[…] proverbially of course with every sale call we make, meaning a question comes in from left field that we weren’t prepared for, the prospect or the customer says something that we weren’t prepared for and being unprepared is […]