Picture the scene: it’s late in your fiscal year and you’re in the final stages of negotiating a big sale. If you land this one, you will exceed your annual sales target by 25 percent and your bonus will double. No doubt about it – you want this one.
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I liked the first point very much. However what to do if its a Buyer\'s Market and client asks for the discount just because he can?
on Aug 21, 2012Execellent subjet to share with nice presentation
on Aug 8, 2012Moreover, even if you want to draw a sales strategy it would vary considerably from product to product, company to company.
on Aug 8, 2012Aah! I disagree. How can you lay down rules to selling. Isn\'t every client\'s behavior totally different. \'One shoe fits all\' is the last theory that fits in sales. Sales is done on gut, good research and aggression. Most salespersons fear losing the deal, which can be their downfall. Getting rid of fear and pitching (like a Karma) will help you make the best pitch. And if your best pitch also cannot get you the deal, just be happy with your pitch. Perhaps, then something\'s wrong with the prospect.
on Aug 8, 2012@Harsh - Totally agree. There are no rules and each second is different and dynamic.
on Aug 17, 2012