Presenting, Negotiating, and Closing

Name: Presenting, Negotiating, and Closing
Author: Kersten Kelly Brunner

Learn sales closing strategies and how to analyze a sale from the customer's perspective

Preview the first lesson free — get full access to all 6 lessons.

Course: On-Demand

Let's discuss how to properly present and negotiate a sell. We'll cover how to present with confidence and spot customer buying cues that can help you navigate towards the close. These lessons will also demonstrate how to overcome obstacles through new and more traditional techniques. One of the most critical steps in the sales process is closing. Most of the time, there is a negotiation that takes place to reach an agreement between you and your customer in order to close the sale. This is a strategic discussion, where the two parties work together to reach an agreement by compromising on what they both want. Because most customers don't always agree to the initial proposal they're given, it's important to consider some best practices to win the best deal. Hold your best offer. As you plan your proposal, keep in mind that your customer will expect some compromise to reach an agreement. Brainstorm a win-win solution for the both of you and refrain from presenting your best offer during the first round of negotiations. For example, if you can offer 25% off your prices with a signed customer agreement, start your initial offer at 10%, knowing that you have the flexibility to increase the offer. This enables you to collaborate with the customer by working towards the maximum you can offer. The customer will perceive that you worked hard to get them a better deal and believe they're achieving a mutually acceptable agreement. Set a deadline. As you're working to close the sale, it's important to include a deadline in your proposal. This creates a sense of urgency for the customer and it allows you to implement action steps within a certain timeframe. Establishing a timeline also gives the customer a better idea of what to expect. Being able to visualize the process benefits you and the customer. For example, if you tell your customer that a deal is only valid through the end of the month, this puts pressure on them to make a decision. Timelines can be somewhat flexible, so they can be used to help you negotiate. If you know that your offer is still good through the following month, you can withhold that information during the negotiation and use it as leverage if you come across any objections or resistance later. Determine the must-haves. For the most optimal negotiation leverage, you'll need to actively listen to your customer's needs. Active listening is the process of listening to understand and not respond. This means not interrupting the speaker or interjecting your view while they are relating theirs. It requires the listener to reflect on what's being said to ensure they fully understand the message and respond intelligently. As you negotiate, focus on what your customer is saying. This helps you understand what parts of the proposal are non-negotiable for them and provides insight on where there may be flexibility. You should only ask questions for clarification, make sure to communicate clearly and transparently. As you assess what's most important to your customer, brainstorm what you can guarantee and what you want to ask for in return. This allows you to move from negotiation to closing.

Intermediate Provider : Kersten Kelly Brunner 6 Lessons · 19m in Arabic, German, English, Spanish, French, Portuguese, Chinese

Course Description

This course explains the fundamental principles of presenting, negotiating, and closing the sale. You will explore how to close a sale by negotiating with your customer and how to find a win-win solution that favors both parties. You’ll also learn the skills to present with confidence and enable higher rates of closing a deal. In addition, these lessons will discuss how noticing both the verbal and nonverbal cues from the customer can say a lot about how the sale is going. If there are obstacles that arise, this lesson will help advise you on how to overcome them with specific techniques. By creating a plan to help you understand the context of the customer and their needs, you can tailor your closing strategy to each individual sale.

What You'll Learn

Analyze the closing of a sale from the customer's perspective by considering their questions
Apply negotiation strategies that help find win-win solutions to close deals
Overcome obstacles and rebuttals encountered while closing a sale
Identify positive and negative customer buying signals and the context in which they appear
Present with confidence to enable higher rates of closing a deal
Develop your own closing strategy using both traditional and new techniques

Key Takeaways

Closing a sale can be approached as a negotiation aimed at finding a win-win solution that favors both parties.
Noticing both verbal and nonverbal cues from the customer reveals a lot about how the sale is going.
Obstacles that arise during a sale can be overcome with specific techniques.
Creating a plan to understand the customer's context and needs lets you tailor your closing strategy to each individual sale.
Both traditional and new sales closing techniques have distinct uses for closing a sale.

Frequently Asked Questions

What does this course cover?

It explains the fundamental principles of presenting, negotiating, and closing the sale, including how to negotiate a win-win solution, present with confidence, notice verbal and nonverbal customer cues, overcome obstacles, and use traditional and new closing techniques.

What skills will I gain from this course?

You will learn to present with confidence, negotiate win-win solutions, identify positive and negative buying signals, overcome obstacles and rebuttals, and develop your own closing strategy tailored to each customer's context and needs.

How is the course structured?

The course is organized into lessons covering Closing a Sale as Negotiation, Presenting with Confidence, Noticing Customer Signals and the Context, Overcoming Obstacles, Traditional and New Techniques, and Developing Your Own Closing Strategy.

Who is this course for?

It is for salespeople who want to present with confidence, negotiate effectively, and increase their rate of closing deals by tailoring their strategy to each customer.