Frequently Asked Questions

Here is where our network of affiliates provide answers to various questions submitted by you, our readers. We publish two questions each month. To submit a question, please click here.

Question: Why do my reps always negotiate on price?

Answer: Most sales engagements are centered on demos and product presentations. When talking about product, the next logical question from a buyer is: how much will IT cost? (IT represents your offering). During the buying cycle:

• If the prospect's goals, needs, or problems have been identified and quantified;
• If a vision has been created around how your offering can help her answer her needs and problems or achieve her goals;
• If the quantified value the prospect can generate from implementing your offering has been established with number she can own and trust;

Then negotiations have other places to go than discounting.

Question: Why is it important for salespeople to be patient?

Answer: Curiously enough, a difficulty that many salespeople face is their own enthusiasm. Once salespeople get excited, it is very hard for them to keep their products back. A primary difference between mediocre and high-performing salespeople is patience. Understanding the buying stages helps salespeople to become more patient. When salespeople are patient they migrate from traditional selling behavior to customer-centric selling behavior. They learn patience by understanding each step in the sales process—a process which is comfortable to the prospect. This selling methodology creates a win-win situation. The prospect comes to see the seller's product or service as an essential part of the envisioned solution. The prospect is given the tools to achieve a goal, solve a problem or satisfy a need, and the seller gets the sale, all without manipulative tactics.

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