What are some of the best practices for negotiating and closing deals with outside sales customers?

1. Understand Your Customer: Research your customer’s needs, preferences, and pain points. Tailor your pitch to address their specific requirements. 2.Establish a strong rapport with your customers. Building trust can lead to smoother negotiations. 3. Listen actively to your customer’s concerns. Understand their perspective before formulating your response. 4.Clearly articulate the benefits of your product or service. Use simple language and avoid jargon to ensure your message is understood. 5. Be Confident: Confidence in your product and yourself can instill confidence in the customer. Believe in what you’re selling. 6. Negotiate Win-Win Deals: Strive for a solution where both parties benefit. This fosters long-term relationships.

Engage in active listening throughout negotiations to acknowledge concerns and customize solutions according to the prospect's preferences. Exhibit flexibility in negotiations, showing a willingness to compromise and explore creative solutions that mutually benefit both parties.

Establish a friendly relationship with the potential customer Be honest about your product or service. Make sure they know what it can and cannot do. Be upfront about the Terms and Conditions of any agreement that needs to be signed. Make sure they understand everything…especially if they will evoke any fees or penalties for violating the agreement. Don’t be afraid to say “No” if they ask for something you cannot provide such as additional discounts, same day delivery etc… Be willing to walk away if they make unreasonable demands or start complaining before even using your product or service, because sometimes the best customer is the one you don’t have.

In outside sales it is equally vital to shadow experienced peers and pick their brains to learn specific knowledge about your market. Understanding the psychographics of your market greatly supports your efficiency when plotting a route.

Preparation is Key: Research your potential customer thoroughly. Understand their needs, pain points, and current market position. This will allow you to tailor your pitch accordingly.

Be careful not to become the professional visitor. Some sales reps take small talk too far and never get down to business. Remember you're not socializing. You're there to meet a need. Get to know them but in a way that moves the conversation forward.

Leverage your integrity to accelerate the development of rapport. If a prospect is busy and you confirm a better time follow-up be sure to not miss it. A door gets a bit warmer if they recognize you and realize you returned as stated. That is a professional.

Be Proactive by anticipating the customer's needs and offering proactive solutions. This shows initiative and a commitment to their success.

I think it's essential to establish a genuine connection with the customer. "Listen, Listen, Listen" actively to their concerns and objectives. Show empathy and understanding.

If you don't sufficiently clarify the issue and demonstrate your understanding of it to the prospect it will be hard to move to the next step in the handling process. A simple way to demonstrate your understanding (irrespective of your industry knowledge) is to mirror their concern back to them. "To clarify, you don't think this will work for you because of _____, is that correct?" When people feel heard, they are then willing to listen.

When scheduling a follow-up, pick a specific date and time. If it does not work for them, they will tell you. Then you can either follow up with another specific time or ask them which day and time would work best for them. Do not open with "Okay, so what time would be best for us to meet next?" While that can work, it is less likely as it gives the control of the conversation back to the prospect. You need to maintain control as you are the professional serving them and you need to act like one to maintain your credibility.

After the initial negotiation, follow up promptly and consistently. Demonstrate your commitment to the customer's success and address any concerns or questions.

Practice, practice, practice. Find a colleague who is ideally more experienced than you, and practice your closes with them. Get their feedback on your tonality and body language. Observe them closely and take notes. Something I did often when practicing is record the training so I can observe myself afterwards. Seeing yourself in action will bring new issues into your awareness.

When it's time to close the deal, do so confidently and clearly. Outline the terms of the agreement clearly and confirm the next steps. Clearing the expectations is the key.

Para fechamento de vendas (externas) aplicam-se 05 pontos: 1) Análise do mercado em que você está inserido com informa??es sobre seus concorrentes (Análise Swot) para oferecer proposta de valor e saber se diferenciar dos seus concorrentes 2) Informa??es sobre a empresa do cliente como nome do decisor/decisores para negociar diretamente com ele para que sua proposta fa?a sentido e esteja de acordo com as necessidades do cliente 3) Conhecimento do produto e da empresa que você presta servi?os 4) Conhecimento sobre perfis comportamentais para identificar a melhor linguagem e adaptar a melhor técnica de fechamento de acordo com o perfil comportamental do cliente 5) Utilizar técnicas de fechamento com base no perfil do cliente

Understand that rejection is rarely personal. So don't take it personally. And in the odd times it is personal, realize you are not being judged by someone who is fit to judge (none of us are). Most likely there are countless external factors influencing their behaviour that day and you just happened to be the outlet for them that day. Keep your chin up and be proud of yourself.

Never, never, and I mean never lie to your customers. There is nothing good that will come from telling a lie. The damage will be irreversible.

For me, time management and being as forthcoming as possible allows your future clients to see how you value their time while building respect and trust. Time is the only limiting force in business, especially in today’s market.

To be a great closer you need to ask enough questions to really understand the needs of the client so you may position your solution from the perspective of how it meets those needs. Many good sales people don't ask questions and sell based on merits/features/benefits lists hoping to hit on a pain point or random benefit in need. This 'shotgun' style may work to a degree but also separates a good salesperson from being a top performer. Top performers focus on the needs of their clients to be time efficient in closings as well as to avoid bringing up potential barriers to close by doing more talking than listening.