3 methodologies to boost your salespeople’s negotiations!

[muskanislam25]

Investigation methodologies have the same importance during negotiation as a diagnosis made by a doctor during a consultation.

When we go to the doctor we can see that there is a whole process of care and analysis to understand the origin of the problem presented.

Generally, the so-called anamnesis takes place at the beginning of the consultation, which consists of diagnostic questions, followed by a series of tests.

If you complain of a sore throat, for example, he will probably take your body temperature, look at your ears and even your airways.

This happens because there is a process of investigating your pain, to understand the origin of the problem and affected areas and also offer the correct remedy.

In the commercial process it is no different!

To present a solution, you need to understand the situation your client is going through in a well-structured and thought-out way.

That’s why there are sales research methodologies .

They serve to assist your seller in a negotiation !

Want to understand what they are and how they work? Come with us and keep reading!


What are research methodologies and what are they for?


Research methodologies are systematic and structured approaches aimed at obtaining data, information, and insights about a potential client.

They serve to provide a clear and organized plan Spain telegram data collecting information from leads, standardize the approach, facilitate interaction during negotiation and, best of all, adapt to different contexts and customer profiles!

In short, research methodologies are essential tools that help your salespeople investigate the lead scenario to make a more consultative and personalized sale!

However, pay attention to the next topic because we have some very important reservations to make about them!



The complete solution for your trading





What is the ideal way to apply these techniques when negotiating?


When applying investigation methodologies at the time of negotiation , it is important to remember that they should not be used in a rigid manner.

That is, they should be used as guides to support the sales process , overcome objections, obtain deeper information and deal with the lead's pain points.

Therefore, although you train your salespeople with a specific methodology, it is essential to adapt its use to the situation and personality of the lead.

So don’t set them to follow rigid scripts, instead, prepare them to adjust these techniques based on the client’s needs.

So, focus on coaching them to apply these methods to identify the objection, better understand the customer’s concerns, and then offer relevant solutions.

Or, your salespeople can generate value by showing how your product can solve the customer's problems through implication questions!

In short, methodologies help your team deepen their understanding of the customer and approach sales challenges in a structured way.

But flexibility and adaptation are also essential to ensure that the sales process is effective and customer-centric!









5 methodologies that will make your sales team's negotiation more assertive!


Now that you know how to apply these methodologies in your negotiation process , let's look at some sales investigation methodologies that optimize this stage.

So, follow the thread:



1. SPIN Selling




In the 1980s, Neil Rackham stated that the highest-performing salespeople of the time took similar approaches.

By studying these approaches, the author created a methodology that brought together the best techniques of these salespeople, SPIN Selling.

First of all, it is necessary to understand that people believe more in something when they convince themselves than when they are convinced by others.

This fact shows the importance of people recognizing, during a process, on their own the problem they have!

Therefore, SPIN Selling helps the customer discover the problem without the salesperson having to point it out to them.

This methodology allows the prospect to have this vision through questions:



S – situation


The goal of asking situational questions is to understand your prospect’s scenario so you can understand the challenge they will face.

Check out examples of situational questions:

. Can you explain a little more about the situation you are facing today in your business?

. What are your company's goals this year?

. Can you tell me what your plans are and what you have done to achieve these goals?