Art of Negotiation

There are so many books, seminars and ways to learn about sales and negotiation. I am a queen at reading up and learning about the new and best techniques. Although the resources I read and learn from holds truth and are most of the times helpful, the true art of negotiation and sales is simple....

REMOVE ANY AND ALL EMOTION AND BE WILLING TO WALK AWAY.

This statement goes for the seller and the buyer. If either party is not willing to lose the deal than you are the sucker, the one who is being sold.

It's amazing how long it has taken me to really embrace this concept. Honestly, I am still fighting it today. You hear this concept and think you live by it, however, it's amazing how often you really don't follow it. I am noticing more and more when I think I am being tough, I have done my research, I know what I can and can't achieve and somehow the deal is still pending because at the end of it my emotions are involved and I don't want to walk away. I am realizing this in my sales position, in planning my wedding, in purchasing negotiable items, etc.

Think about my statement next time you are in a position and are trying to work a deal...it just might get you what you want.

Cheers,

Cara

Kip's Tip

As mentioned in my previous post, I am in the field of sales. I love learning about the trade and ways to be better. I actually love learning about everything and anything - send me a note and share with me a fact or two. My Director of Sales is similar as he loves stats and as I call them "tid bits". To motivate our team he will send out an occasional email with amazing quotes, facts, goals, etc. Just the other day as we were coming to the end of our sales month he sent us out an email that I am sure all of us sales reps would benefit from. Not sure where the information originated, however, it's certainly food for thought.

For all of you working in the field of Sales, check out the stats. You just might change up your method:

"Here's a very clear insight into some general statistical information about the selling profession.

• 48% of salespeople never follow up with a prospect.
• 25% of salespeople make a second contact and stop.
• 12% of Salespeople only make three contacts and stop.
• Only 10% of salespeople make more than three contacts.

Be one of the 10%

Now get this...

• 2% of sales are made on the first contact.
• 3% of sales are made on the second contact.
• 5% of sales are made on the third contact.
• 10% of sales are made on the fourth contact.

But 80% of sales are made on the fifth to twelfth contact."

Cheers to moving forward and closing some business!!!

Good luck,

Cara

Life Is a Trasaction

My career is sales & marketing. I have been in the field for almost 10 years now (wow). I never would have imagined being a sales person as I am not always the most assertive or aggressive individual. I tend to lean towards the catering & caregiver type. As the economy slowed down my account management position turned into a cold calling sales roll, not by choice and I didn't like it at all. I regularly felt rejected and a sales failure. The sales position striped away my confidence, therefore, I decided to step back, stop resisting the change and learn the trade so that I could succeed at the job at hand. What I came to learn and realize is that sales is in everyone’s life, everyday in some capacity. Individuals that claim they are a "Sales Rep" are not the only ones practicing the action of sales. Each one of us, everyday, exercise the skill.

• We go to the market and we make a transaction - that’s Sales.
• We disagree with our phone bill provider and need to negotiation - that's a sale.
• We want to go on a trip and our partner / friend isn’t interested, so we sell them on why it will be fun and rewarding and ultimately get the trip.

Sales are taking place everywhere, as I believe life is a transaction. We are all exchanging something we find of value for something in return. Sales isn’t always about financial gain.


So as you carry on with your daily life, stop and think about it. Think about the transactions you make. Sometimes it’s simple and other times the transaction is more difficult. No matter what the transaction is - it takes the same steps as a career in sales: passion, persistence, research, knowledge and relationships.

Enjoy your day,

Cara