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Sales Negotiation| Article #149 :SALES NEGOTIATIONS – PART 3

In this installment of Sales Negotiations, we're going to touch on what we call "needs negotiations". This is where we negotiate our position based on the needs of our customers.

The first thing you have to understand about this tactic is that you first have to understand what your customer's needs are. To do that, you first have to understand exactly what it is that your product or service does.

For example. Let's say you are an affiliate for a program called "Secrets Of The Big Dogs" which is an advertising system. The system is one of the better advertising systems on the Internet for promoting a business opportunity. So the first thing you have to understand is the needs of your customer. Are they promoting a business opportunity? If they're not, then there is no sense in even discussing this with them. They have no need for it and you'll only be wasting your time.

Okay, what if they DO promote a business opportunity? Well, in this case, half the battle is won. You at least know that you are selling something that they have a need for. The trick now is to make them realize that they have a need for this product and why.

To do this, you have to ask them questions. Lots of questions. You have to ask them what they are doing, what they are trying to do, what they want to spend, what kind of results they are expecting to get, etc. Get as much information from them as you can.

Ultimately, it's going to come down to them asking you "how much is this going to cost me?" When you tell them, they are either going to be okay with the price or they are going to say that it is too much. If they say that the price is too much, this is where you stress their needs again. You explain to them that you understand what they are trying to accomplish and that your system will do this for them at the least cost possible. Explain to them that no other system will give them these results for this amount of money. You have to make them see, beyond any doubt, that they NEED your product or they are not going to get the results that they are looking for. Of course anything you can show them to back this up, such as testimonials, real life cases, or whatever, will help in driving this point home.

One thing you must understand. Just the fact that this person has asked you how much this product is going to cost them means that they are actually interested and the price is the only thing that is holding up the sale. Before you give in on the price and offer it for less, stress the needs negotiation tactic. If you can convince them that they would be making a big mistake to let a few dollars hold them back, you are more likely than not to close the sale.

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