Newspaper article The Journal (Newcastle, England)

Getting the Best out of Your Buyers

Newspaper article The Journal (Newcastle, England)

Getting the Best out of Your Buyers

Article excerpt

Byline: CAROLE WHITE

SALES are the life blood of any business. Sales technique will always involve negotiation, because very rarely does a single item depend on a single price and a single delivery date. It is often the case that you need to negotiate so that both parties see a 'win win' situation.

Firstly, establish the kind of relationship you will have with the customer. Is this a one-off sale or is there scope for a potential long-term relationship? As we know, being successful is about constantly seeking opportunity for repeat sales or business. Occasionally, there are instances where it is unlikely you will sell to the same person within a short time period such as the purchasing of a car; in this case you are seeking the best possible deal.

When creating a long-term relationship it is important to build trust, yet project confidence in your approach. Be careful with your words, and do not concede to every whim. You need to negotiate.

Points of negotiation to consider include: Know your worth and aim |high: successful selling depends on your attitude, it is vital you raise your own level of aspiration. Lowering your aspirations can reduce your ability to negotiate and cloud your judgement. Always aim for the best case scenario. …

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