Always ?Ask For The Business? When Negotiating! | SEO For Mobiles ...

I always try to instill and encourage salespeople to simply ask for the business when they are engaged in new client aquisition. Surely that is a basic task when seeking new business? The amount of salespeople I have trained or employed who seem utterly terrified of such a direct question amazes me ! By asking such a question you are in no danger of actually loosing the deal, as at this point there isn?t one and if such a direct close does end the negotiation, then there was never going to be a deal in the first place.
Save yourself and your prospect valuable time by asking such a question. The clients answer will tell you where you are in the buying process and so what is needed to be done to fully close.
It?s a great trial close also and I have personally earnt the respect of many clients & prospects for asking such a proffesional question.
DONT be afraid to talk about the business end of the negotiation.
I ask for the business on every sales call now that I work for myself. (using the correct timing of course) and I get nothing but positive feedback.
Try It ! What have you to lose. Otherwise carry on having multiple conversations that do not move forward and continue to send follow up emails to CXO?s who will never do business with you. Understand this?.your call(s) have one goal, one purpose. To create new business for your organisation. So establish early on wether you can add value to your prospects business and in doing so benefit your own. Win Win situations. There is nothing wrong in discussing the likelyhood of and the details of a deal we are all in business to do business. So ask on your next couple of calls, then be quiet, listen carefully to the reply given?and close on the issues raised in that reply.
One final thought ? a NO is just as good as a YES in sales ! You have your answer and you can move on. Time management.

Christopher Evans is the managing director of EDC New Media Solutions. EDCNewMedia is an internet marketing agency offering solutions in SEO, Content Provision and Social Media. A dedicated Inbound Marketing consultancy, we are based in Cardiff, Wales, within the United Kingdom. Find us at http://www.edcnewmedia.com

Source: http://seoformobiles.com/2011/07/23/seo-sales-negotiation/

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