The more you need to close the deal
Posted: Mon Jan 27, 2025 7:11 am
Buyers Are Better
Buyers, as a rule, generally have more power at the sales negotiating table and are better at negotiating sales outcomes than salespeople. There are several reasons:
Training. Buyers—especially professional buyers who work in procurement—are usually professionally trained in how to negotiate with salespeople and win. Thus, salespeople often find themselves in an amateur versus expert competition. It’s like a local club team taking on a professional sports team.The scale is tipped decidedly in the professional’s favor.
Information and Knowledge. Buyers typically have more information than the seller. Buyers have entertained presentations and proposals from multiple vendors.They have information on specs, product and service comparisons, and pricing. In general, buyers are doing far more research on competing companies and market conditions than the salespeople they’re negotiating with. This information gives them leverage and power when negotiating with less informed sellers.
Alternatives. Buyers tend to have more alternatives than salespeople.This strengthens their power position and lets them exert greater emotional control at the sales negotiation table.
Empty Pipelines
The number one reason salespeople are in a weak uruguay telegram data position and lack emotional discipline at the sales negotiation table is an empty pipe- line.When you have an empty pipeline you get desperate.When you get desperate, you get up close and personal with the Universal Law of Need.
1. The more you need to close the deal, the more you will give away to close it.
Effective prospecting and a full pipeline instantly make sales- people better negotiators. An abundant pipeline gives you emotional control, relaxed, assertive confidence, and the ability to negotiate as if you don’t need the deal.I’ve always been in awe of professional athletes’ ability to maintain composure without sacrificing intensity.
Whether it be making an amazing aerial catch in the endzone while surrounded by defenders emboldened with a desire to destroy you, or fearlessly draining an off-balanced but game-winning three-pointer with one second left on the shot clock, elite athletes can maintain complete composure even during moments that require absolute intensity.
They nail five-foot putts to win the Masters and walk-off home runs to the win World Series.
The difference between good athletes and elite athletes is a mastery of unprecedented composure and fearless intensity.
Buyers, as a rule, generally have more power at the sales negotiating table and are better at negotiating sales outcomes than salespeople. There are several reasons:
Training. Buyers—especially professional buyers who work in procurement—are usually professionally trained in how to negotiate with salespeople and win. Thus, salespeople often find themselves in an amateur versus expert competition. It’s like a local club team taking on a professional sports team.The scale is tipped decidedly in the professional’s favor.
Information and Knowledge. Buyers typically have more information than the seller. Buyers have entertained presentations and proposals from multiple vendors.They have information on specs, product and service comparisons, and pricing. In general, buyers are doing far more research on competing companies and market conditions than the salespeople they’re negotiating with. This information gives them leverage and power when negotiating with less informed sellers.
Alternatives. Buyers tend to have more alternatives than salespeople.This strengthens their power position and lets them exert greater emotional control at the sales negotiation table.
Empty Pipelines
The number one reason salespeople are in a weak uruguay telegram data position and lack emotional discipline at the sales negotiation table is an empty pipe- line.When you have an empty pipeline you get desperate.When you get desperate, you get up close and personal with the Universal Law of Need.
1. The more you need to close the deal, the more you will give away to close it.
Effective prospecting and a full pipeline instantly make sales- people better negotiators. An abundant pipeline gives you emotional control, relaxed, assertive confidence, and the ability to negotiate as if you don’t need the deal.I’ve always been in awe of professional athletes’ ability to maintain composure without sacrificing intensity.
Whether it be making an amazing aerial catch in the endzone while surrounded by defenders emboldened with a desire to destroy you, or fearlessly draining an off-balanced but game-winning three-pointer with one second left on the shot clock, elite athletes can maintain complete composure even during moments that require absolute intensity.
They nail five-foot putts to win the Masters and walk-off home runs to the win World Series.
The difference between good athletes and elite athletes is a mastery of unprecedented composure and fearless intensity.