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Sales Skills
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This is where you will find all of the practical hints and tips you need to be an even more amazing Salesperson!

Are you asking for AMAZING deals?

13/9/2016

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​So you want to make an amazing deal?
Negotiate a nutty rate?
Purchase with the perfect price?
 
Well the key is down to just one thing.
 
Asking.  We don’t ask enough!
​Once we are in a sales process we often get so far along that by the time the price is presented, its often a done deal – great if you are seller, but not so much if you are a buyer!
 
So what do we need to say?
 
Well my favourite thing to do is to start by asking if there is any movement on the price.  And then – watch carefully!  You need to watch the sellers face to see what kind of a response you are getting – or if you are on the phone listen for the tone of the response.  What is it telling you?
 
If there is any indication that there might be – you need to ask the next brilliant question
​‘So where do you see us ending up with price?’
Essentially you have pushed the ball back into their court about where the price can get to – this is a great way of keeping your cards close to your chest as well!  Sometimes they will come up with a figure you wouldn’t have thought to have asked for – and it might be lower than you expect!
 
Another key point is to give yourself time to think – be careful not to get swept up in the moment and agree to something you aren’t sure off – you can always ask for some time to think about it.
 
If you are making a counter-offer it’s a great idea to explain why as well – so emphasis, you really like the product / service, you can see the benefit, based on the quantity / payment terms / exposure for the seller etc etc – that you the buyer offer to them, what do they feel would be the best price they could offer?  Remember – sometimes intangibles can offer real value to a seller as well – look at the property market where a lower offer will sometimes be accepted based upon the buyers position.
The key to any negotiation – is to start one, and you need to do that by asking the question!
So don’t be afraid – ask for a deal today!
Find out what kind of Sales Superstar you are, and GET more great content right here!
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Generate more opportunities - today!

30/8/2016

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Objections and your Prospects secret language!

24/8/2016

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Do you welcome objections?
 
Let’s be honest – a lot of the time when a client or prospect raises an objection our gut response can be to run for the hills ‘they said NOOOOO!!!!’!
 
But should we? 
Well the great news is an objection is actually an opportunity to talk about our product or service in more detail.  It allows us to understand our prospects view of the world – and what’s important to them, which is an amazing thing as a salesperson.

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Is the cold call dead?

24/8/2016

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When working in sales and with sales people, I often hear reference to the ‘cold call’. 

This is seen as a big scary monster type of call.  But why?  Often the image we have is of mass, one size fits all batch of calls using the same generic script – we’ve all received them, and hated them – and I don’t believe many people can sell to their maximum potential with this approach

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Plan for success from your very first contact

24/8/2016

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We know that first impressions count, but sometimes in sales we can start to think that everyone is our customer. Well everyone might be a potential customer, but each contact is unique. So how do you plan for these interactions?
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Well here is a mini map of some things to think about.

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Curiousor and Curiousor

24/8/2016

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We all remember the tale of Alice in Wonderland – small child is eternally inquisitive about a rabbit with a watch and an appointment to keep, falls down rabbit hole, and then having not learnt her lesson continues with what could be seen as highly risky and indeed downright foolish activities based upon her own unabashed curiosity.

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    Victoria Fleming

    She knows good sales!

    What kind of a Sales Superstar are you?

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