By Jim Holden

A follow-up to the author's hugely winning energy Base Selling.Ideal for any type of salesclerk.

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The Selling Fox: A Field Guide for Dynamic Sales Performance

A follow-up to the author's hugely profitable strength Base promoting. perfect for any type of salesclerk.

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The hope is that the competition will come in and do as they have in the past. Then it happens. Your competitor dives into a negative selling mode, detailing to the customer all that is wrong with your product, including that you lack capability in the area that you have been stressing to the customer, the one in which you have new capability. On a good day, that discussion between Richard and your competitor might look like this. Sales Example 9—The Trap Snaps on Negative Selling “Richard, I hope that you are not considering XYZ.

It is easy to think of negotiating as that which occurs at the end of the sales cycle, finalizing price and terms of the sale, but the negotiating process actually begins the first moment that you meet with a customer. You negotiate to influence the decision-making criteria, trying to encourage the customer to put more emphasis on criteria that align with your offering’s strengths. When you respond to a request for proposal (RFP), you are negotiating. When you attempt to involve higher-level customer executives in the sales cycle, you are negotiating.

Also, keep in mind that in situations like this, not only is the sale at risk, but your reputation and that of your company are on the line as well. Time is of the essence. You’ll need to investigate quickly to ascertain the facts of the situation. Having identified the problem, Mary begins probing, which will require several steps in order to understand exactly what is behind the situation. The Process The first thing Mary needs to uncover is: • Who is Fred Mason? • What is his position in that company and his authority level?

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