Win Win Solution Selling for Better Negotiations

by May 10, 2017Solution Selling0 comments

Win Win Solution Selling for Better Negotiations

Done right, sales training prepares you to win at even the most challenging of sales negotiations. How? By teaching sales reps how to thoroughly understand customer priorities and how to look at the wide variety of options and approaches that can satisfy both parties – the buyer and  the seller.

A New Way of Thinking

Effective solution selling training programs open salespeople up to a new way of thinking about buying and selling. No longer do you just sell off the shelf; now you have the flexibility to truly satisfy your customers. You must intimately know their business and what they value most. Then you must match your customer’s most pressing needs to what would define a “win” on your side – a balanced deal that mutually benefits everyone.

This often requires a shift from thinking simply that you need to “push” to sell and toward discovering that both parties can work together toward a satisfactory and mutually beneficial solution.  Effective consultative selling training prepares you to expand the range of wins for both the salesperson and the customer.

3 Tips for Win Win Solution Selling for Better Negotiations

Here are three tips on how to adopt this new customer-centric selling attitude as you work toward a win-win agreement:

#1.  Sit on the Same Side of the Table
Work together to define and then solve the goals, problems, and needs. Come up with various alternative solutions that you can examine more closely as partners for a “fit” on both sides.

 #2.  Make It Personal
Try to uncover what matters most to your primary contact and ultimate buyer. You need to know what they value most – is it price, quality, ease of terms, timing? Perhaps they need to have a guarantee so they feel secure in choosing you over the competition.

 #3.  Align Options with Customer Interests
Offer some compelling options that address your customer’s highest priorities. If your customer is staking their reputation on the success of their solution, would it help to work out a plan for a pilot program or test? That way your customer can “test the waters” before a complete roll-out.  Make it easy for your customers to try and buy.

 The Bottom Line

The overwhelming advantage of solution selling training is that your sales team is working toward long-term and mutually beneficial relationships. They build their customer base with loyal clients who are happy to give referrals.  Sales should lead to more and more business. Each sale represents a sincere attempt to help the customer; each solution sale strengthens the customer relationship; and each sale leads more easily to the next.

To learn more about improving your ability to effectively negotiate a sale, download,   The 2 Most Common Sales Negotiation Tactics to Prepare For

 

 

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