There are lots of reasons that prospects go silent post presentation. Review the circumstances carefully and take the appropriate steps. Most important, make certain that your business presentation is being conducted to qualified prospects that are truly interested in your product or service. That’s not a guarantee that you’ll get a response but it certainly ups the odds.Every author of every book on negotiating is quick to point out that in business and life, everything is being negotiated and that as humans, we are negotiating naturally at almost every point in our daily lives. But despite this blinding flash of the obvious, despite the fact that salespeople are required to negotiate as part of the job, the brutal and undeniable truth is that most salespeople suck at negotiating.
There are five reasons why salespeople get ripped up like cheap t-shirts by buyers in sales negotiations.
Poor Emotional Discipline
Effective negotiating begins and ends with emotional taiwan telegram data discipline. When salespeople get beat at the negotiation table—just as in the example above—90% of the time it’s due to their inability to rise above disruptive emotions in the moment. Fear, insecurity, anger, attachment, eagerness, desperation, and more all conspire to undermine the salesperson’s ability to think clearly and maintain their cool.
Executives and leaders put tremendous pressure on their sales organizations to hit sales numbers, then complain bitterly after the fact that their salespeople are not negotiating hard enough. The one constant refrain from executives is that their salespeople “leave too much money on the table.
Yet, they invest very little money in training for sales negotiation skills. Nor do they train their sales leaders to model, coach, or rein- force negotiation skills. It’s as if salespeople are somehow supposed to be born with the ability to negotiate effectively.
When companies do provide training on negotiation skills, the training content and curriculum is, more often than not, disconnected from the sales process. Sales negotiation is treated as a separate discipline rather than part of an integrated and complete system.
Worse, it’s usually delivered by training companies that specialize in teaching negotiation tactics—but not sales-specific negotiation skills. Because the trainers that work for these outfits have very little experience selling anything, they are unable to connect the dots between the sales process and the sales negotiation.