Our last article took a surface level look at what the sales negotiation process consists of to help your salespeople close the deal. Today, we'd like to dig a little deeper and take a closer look at the informal component of the sales negotiation process.

Sales Negotiation Process: Informal Stage

Prospecting

• Investigate (web, periodicals, current customers, trade journals) who may have a need for your products or services
• Prepare a compelling case to persuade the prospect to listen to what you have to say

Questioning - This is the most important stage!

• Ask questions to understand what people want most
• Problems/Objectives, Implications, and Emotions
• Assess the conditions under which the client will buy and the terms under which they will buy

Designing a Solution

• Begin to show a client how you can meet their needs
• Show the client how a specific product or service can meet their needs
• Define value of this service

Persuade or Influence

• Begin to show a client how you can meet their needs and prove your claims
• Persuade from the context of scarcity or what they stand to lose

Complete the Sale

• Negotiate (price, service, contract terms, quality, training,etc.)
• Complete sale according to the terms agreed upon in the negotiation