By Jim Holden
A follow-up to the author's hugely profitable strength Base Selling.Ideal for any type of salesclerk.
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Then the seller immediately accepts that offer. How do you think they 40 The Selling Fox both will feel? ” Why? ” At the same time, the buyer might be thinking, “Hmmm. They accepted my ﬁrst offer right away. Did I pay too much? ” The Attitudinal Aspects of Negotiation The attitudinal aspect of negotiating is very real. If people do not feel right about a negotiation—that is, if their emotional needs are not met by the negotiation process—the deal may not stick because one of the parties could look for ways to get out of it.
The engagement plan approach addresses that problem. Showing Ability You may have an excellent understanding of what is required to ensure the success of your solution and be very committed to achieving that success, but you and your company must have the ability to perform— that is, functionality if you’re selling a product, or expertise if you are selling a service. It is the core source of the value that you will provide, often expressed as so-called features and beneﬁts that many salespeople feel are at the top of the list when it comes to generating competitive advantage.
It’s pretty simple really, but not one shared by all companies. We put a heavy emphasis on professionalism, which means that you will never catch me disparaging the competition. That kind of negative selling is off-limits in our company. ” “Well, Mary, I hadn’t really given any thought to it, to be honest. I’m more concerned with equipment performance and our needs at the moment. ” “I raise it for a very good reason, Richard. It has been our experience that companies who engage in negative selling tactics also tend to bend the truth.