1) Negotiate Price Late in the Sales Process, Never Early

There is no reason to discuss price until buying desire has been aroused. If you customer doesn’t need it, any price is too high. Discuss price only when buyers recognize what they need and why the need it. Lowering price does not necessarily make a product or service more attractive to a buyer, in fact it rarely does.

2) Carefully Consider the Consequences of Any Concession You Make

Without profit there is no purpose. Therefore, carefully analyze each concession before making a commitment. Any concession will become an expectation later on. Don’t give away the store or that’s all you wind up doing, all the time.

2) Don’t Propose a Solution with an Already Discounted Price

Purchasing agents are often evaluated by how much they save the company. If you cut price right away in your initial proposal you may actually be doing that purchasing agent a disservice. If you don’t start with significant gross profit built into the deal you don’t leave yourself any negotiating room. There are exceptions of course. If you get into a deal late, you may have to shoot your best price just to be considered.

4) Be Patient

Relax! Slow down! If the prospect wasn’t interested, you wouldn’t be negotiating. Take the time necessary to achieve a true win-win. This is an important factor in sales training.

5) Never Give a Concession Without Getting One in Return

To a prospect asking for a lower price you might reply with a willingness to discount if the prospect will agree to purchase several more units during a specified time. The prospect wins by obtaining a lower unit price. You win by increasing the size of the sale. (Discuss other real life requests prospects make and how you might respond by asking for a concession.)

We hope these 5 tips create a common language for you and your salespeople. These tips will help your sales management training become easier and more profitable. Don’t wander aimlessly through the sales process. Have a plan. Have a strategy. Don’t miss opportunities during the buying process. This will help you to intensify your customers’ needs and differentiate your solution.

One simple strategy for understanding your customers’ needs better than your competition is to resist the natural temptation to talk about yourself, and instead, keep the conversation focused on your customer’s needs. If your customer asks you about your product or service – as they often do – answer their question, then redirect the conversation back to your customer’s needs. A good rule of thumb is to identify at least eight customer buying criteria before you start talking about your product or service.

Internet Attraction marketers are alive and thriving.  Today people stampede for the exits when you try to hard-sell them. No one likes the arm-twisting hype associated with traditional sales.

Traditional cold calling doesn’t work well, and it’s draining for both the salesperson and the person who is being hammered with the sales message. Everyone wants to buy, but no one wants to be sold. The stereotypical salesperson talks, talks, talks, and tries to wear you down until you agree to buy his stuff. I shudder just thinking about it.

Well, internet attraction marketing is just the opposite. Internet Attraction marketers listen more than they talk. They listen to their clients’ problems and concerns, and they offer solutions. So, it’s a win-win situation. I use a consultative approach. I am a problem solver. I want to help you succeed in your business.

Internet attraction marketing helps you create multiple streams of income employing a combination of methods to build your own work at home business. You can build an online or an offline business.

Internet attraction marketing at its best...you control your time and your income

As an internet attraction marketing coach, I specialize in training you to develop your business combining free and low-cost methods of growing a profitable enterprise. The methods I train in are:

• Web 2.0 Social Marketing Techniques, such as Twitter, Facebook, YouTube, Digg, Squidoo, Hub Pages, Article Marketing, Social Bookmarketing, etc.

• Creating your own web of content on the internet so people can come to know, like, and trust you.

• Video Marketing

• Devising Email Campaigns

Internet attraction marketing is doable for the average person. It encourages you to leverage the speed, minimal cost, and almost unlimited reach of the internet to attract pre-motivated customers. It is a part-time marketing model that the average person can run with.

Internet attraction marketing permits you to position yourself as an expert.  You become a thought leader who creates content and value.  Personally, I feel so elevated and excited when I learn a new skill that I can’t wait to start teaching it.

Teaching sells, and I am a retired teacher who loves to teach. I use methods designed to get leads and prospects coming to you – eagerly clamoring for you attention. You become a prospect magnet!

Angela Arnold