We are regularly asked by sales managers to provide negotiation skills training for their salespeople.
However, after talking with them about their team’s situation and development priorities, it is quite clear, 90% of the time, that their people do not need negotiation skills training, what they really need is consultative solution selling skills training instead.
The reason many sales managers and sales teams find themselves in this situation is they think every time their salespeople hit an objection they must negotiate. Far from it. The easiest way to eliminate objections is by taking the time to understand your client’s needs and priorities first then showing them how you can help address their situation and what the pathway forward with you looks like. If the client is working with you and happy to proceed, there should be no need for negotiations. We must not confuse prioritising client project tasks and activities with negotiating either. Prioritising is what happens first, second and so on.
Selling and negotiating are both important skills to master; however, not all sales situations require negotiations and not all negotiation situations are sales related.
What we do need to know is how they are applied in the correct situations.
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