How can you use negotiation to navigate new tech and business models in Outside Sales?

Some people are naturally gifted at negotiation and they don't even know it. Most have to prepare like anything else. Your product's value only matters if it matches the challenge felt by the counterpart. Negotiation prep is done through research, asking questions, and listening. Challenge yourself to find reasons why your product isn't a fit because your prospect is certainly doing that.

Diving into new tech and business models in outside sales? First, be curious – ask questions and understand the ins and outs. When negotiating, highlight the benefits your customers care about most and how the tech fits into their world. Be flexible – tech and models are always evolving, so be ready to tweak things. Show the value – paint a picture of how this new tech will make their lives easier or boost their bottom line. And don't forget, negotiation is a two-way street, so find common ground where everyone walks away feeling like they got a win. Keep it chill and roll with the changes!

Emphasizing a clear and compelling value proposition is at the core of successful negotiations. Understanding how your solution addresses prospect pain points, stands out from competitors, and aligns with business goals is crucial. Quantifying value through ROI, cost savings, or revenue growth solidifies your position and justifies value-based pricing. In the competitive landscape, a robust value proposition is the linchpin for effective communication and successful negotiations.

In addition to grit, communication skills, quick thinking, and organization, leveraging new tech tools is key and can put you ahead of your competition. If you aren’t leveraging AI for sales, I suggest you start! If you’re curious about the tools I use, reach out.

New tech tools can help customer likes and interests, what do they engage in. Usually, chat groups and forums are where introverts become extroverts. Using tech tools can help us understand these new age consumers and customers.

People want to do business with people they enjoy working with and who they trust. Great sellers are active listeners and create space for their prospects to speak. Don’t forget, be positive!

Building a rapport and trust is also like flying a kite. 'Tug' too much, your prospect gets turn off and you lose your 'kite' forever. Have too much slack on the string, prospects will think you don't care and you lost the deal to someone who truly cares

Understanding the prospect's concerns beforehand allows us to tailor responses that directly address their specific pain points. Moreover, fostering open communication channels is essential to uncover objections that might not be immediately apparent. Confidence in negotiation isn't just about holding ground; it's about conveying a sincere belief in the value our product or service brings to the table. By employing advanced techniques like reframing, mirroring, and anchoring, we can guide the conversation toward mutual understanding and agreement. These nuanced strategies not only mitigate objections but also contribute to a more collaborative and fruitful negotiation process

Rejections aren't about rejecting you personally. It finding out what relates to the customers and catering to their needs. Sooner or later, you will get a YES!

Fostering a culture of collaboration within the sales team is instrumental. Encouraging knowledge sharing, leveraging collective insights, and conducting regular skill-building sessions ensure a cohesive and high-performing unit. Successful negotiations aren't just about individual expertise; they're a culmination of a team's collaborative efforts