Nick Cegelski’s Post

And another mistake that I encounter most often is at the stage of closing a deal (and this can easily be seen at an interview when we recruit sales staff) Closure is the moment at which everything is often decided. At this stage, your work is close to the finish line, but one mistake can cost you a client and profit. Let's talk about the most dangerous mistakes that are made when closing deals, and how to avoid them. 1️⃣Lack of a clear sentence: The client must clearly understand what exactly he will receive and at what price. Don't leave room for misunderstandings.🌝 2️⃣No final question: Ending a conversation without a specific question about making a deal can lead to the client simply leaving without making a decision. 😐 3️⃣Lack of confidence: If you are not sure that your product or service is worth its price, it will be noticeable to the customer. 4️⃣Lack of negotiations: Sometimes sellers are too quick to agree to the client's terms without trying to negotiate. This may lead to missing an opportunity to improve the deal or increase the volume of sales. 5️⃣Lack of urgency: If the client does not see an urgent need to conclude a deal, he can simply postpone it for later.⏳ #system_in_business

You might be over-negotiating. You have to choose your moment. Here's why: Most salespeople start negotiating at the first sign of hesitation. Big mistake. Early on, you don't know the extent of the Objections and their root cause. When you rush to incentivize quick action, you compromise price integrity and put yourself at a disadvantage. Great salespeople? They understand the importance of maintaining trust and rapport in these tense moments. The solution isn't to negotiate. It’s to dig deeper and understand the buyer's real concerns. Here's how. P.S. Got some value? Please reshare this.

Here's the #1 key to negotiation: (Few salespeople get this) Knowing your value and believing it. That's the secret. When you understand and believe in the value your solution brings to your clients, you can defend your pricing with conviction. When you know a client will be better off working with you than without you, you can negotiate from a position of strength. This requires understand their current challenges, pain points, and what they stand to lose if they do nothing. What's the cost of inaction if they do nothing? If the cost of inaction is significantly greater than the investment of your solution, you immediately have leverage. This also requires understanding exactly what they will gain if they partner with you, and what outcomes your solutions will deliver to them individually and to their business. When you know exactly why a client NEEDS to buy and can articulate the precise value you bring, negotiations become much easier. Always remember that this deal is good for THEM, not you. With this mindset you will avoid commission breath entirely.

(Week 8 of 52) Happy Monday, this week lets focus on some key negotiation strategies that can help us close more sales. First off, it's crucial to remember that negotiation isn't just about sealing the deal then and you’re done. It's about building a relationship for the long haul. So, here are a few tips to keep in mind: Hold your ground: Research tells us that giving in too quickly to a prospect's demands can actually backfire. It sets a precedent that they can keep pushing for more. So, don't give it all away right off the bat. Aim for a fair exchange: It's okay to meet the prospect halfway, but make sure we're getting something in return. Negotiation is a two-way street. Whether it's agreeing to our terms, adding on extra services, or adjusting the price slightly, let's ensure we're maintaining a balance. Know when to walk away: Not every negotiation will end in a sale, and that's okay. It's important to know our limits and what concessions we're willing to make upfront. If a prospect keeps stalling or asking for too much, it might be time to gracefully bow out and focus on more promising leads. Not every piece of business is a great piece of business. By keeping these tips in mind, we can navigate negotiations more effectively and ultimately drive more successful outcomes.

Client: Your services are so expensive. Inner me: It will get cheaper if you become rich. How I actually tackle it: Me: What are you hoping to achieve? Client: (Provides 3 benefits of achieving their goal) Me : The cost of achieving this goal is this, which is a very small price for the value you will receive. ....... Negotiation is a very interesting game—play it wisely. comment how you tackle negotiation on sales call. #sales #negotiation

These sales tactics are being used against you. The next time you're in a negotiation, remember, decisions are rarely logical; they're emotional. Your counterpart is most likely trying to "bend your reality," to create an emotional state that favors their terms. Here is how you can flip the script. Discover Hidden Motives: Every negotiation is fueled by deeper desires and needs. Don't be misled by what's on the surface—dig deeper. Avoid Halfway Solutions: Compromising often leads to unsatisfactory outcomes for both parties. Aim for solutions that fully satisfy both sides. Manage Deadline Pressure: Understand your counterpart's deadline. Deadlines can push one into hasty decisions. For example, it's best to buy a car towards the end of the month, when quotas are due. Challenge the "Fair" Play: The word "fair" can be a tactic to make you concede. Instead, ask for specifics to keep the conversation balanced. Use Emotional Anchors: Prepare your counterpart emotionally before discussing terms. Set an extreme anchor to make your real offer seem more reasonable. Highlight Potential Losses: People are more motivated to avoid losses than to achieve gains. Emphasize what your counterpart could lose to drive action. Incorporate these strategies to navigate negotiations with confidence and achieve outstanding results. Start mastering the art of negotiation today! - This was written using content from Chapter 6 of Chris Voss' "Never Split the Difference" #ChrisVoss #ProfessionalGrowth #CommunicationStrategies

Your reputation dictates your credibility!   So often when I’m out in market or when I get a cold call it’s all about a “flashy” offer of some type to try to rush a deal! Too often salespeople revert to these types of “offers” because they are chasing their deals vs. controlling their deals. Key areas I’ve always had my teams focus on to avoid this are: 💡Start your sale by showing you are invested in their business and not your own agenda 💡Truly understand what they are trying to achieve vs. your own commission 💡Don’t ever lie or even stretch the truth to move a deal forward I see this far too often, and I despise it, it’s the sign of a terrible salesperson (may seem blunt but it’s true) Prospects and customers want to inherently trust you, but you can ruin this very quickly by stepping out of line to chase the deal. Before heading into the first conversation with a prospect try to understand in advance what they may require and build your plan from there.  Your credibility is worth more than any quick sale!

"Weak discovery = Weak negotiation" Chris Orlob said this a few weeks ago and I can't stop thinking about it. A ton of deal reviews I do with my team end with "we need to go back to step one and figure that out before we can do any closing". So many times as sales reps we find ourselves in the negotiation and somehow its all coming down to price... we've all been there. That's on us - 90% of the time that was in our control, we just blew right through the time to control it. That time was ANY POINT earlier in the sales cycle. If you are doing your job effectively, you are taking their pain and showing them this is actually a HUGE problem, and its worth millions of dollars if you get it wrong. If the alternative is millions lost, then when you get to negotiating, you aren't splitting hairs on cost... you are splitting hairs on exactly what your product will deliver for that cost. A much better place to be. If you won your last few deals at rock bottom prices, think to yourself - did we outline and drive home exactly how big their problem is, and did they agree to that? Anchor on that in your negotiation and then you have the power to ask them "We are talking about saving you a million dollars in overhead, we can't give it to you for less money" and hold the line.

and here is why 👇🏻 You connect your feelings to the dealmaking.. and I mean: • You start imagining what exactly will you do with the money • You are afraid of the contract value, cause you dont have that amount of money yourself • You are not sure about your knowledge or expertese.. you are afraid: what if they dont have the money, or say no? yes, they might say no, or dont have the money, but you can always turn back to negotiations. Remember: receiving no is not an end, but just the beginning of the sales..

"Negotiate As You've Already Won” Learn from my years of experience. 1) Stand Firm:  ↳ Show you're not swayed by high-pressure tactics. 2) Value First:  ↳ Understand the deep value of your offerings. 3) Avoid Desperation:  ↳ Never let 'commission' tarnish your discussions. 4) Interests Aligned:  ↳ Only move forward when it benefits both parties. The power in negotiations?  Being ready to walk away. If it doesn't meet our high standards, We simply pass. ❌ Desperation doesn't close deals. ✅ Confidence and readiness to say 'no' do. Approach every negotiation with this mindset.   “That you don't need to compromise your value” Sell from a place of power, not necessity." P.S. Repost this for the sake of others. -------- Negotiate on your own and learn the hard way.  OR I can help you learn in 1 month.  Offering a FREE 1:1 sales session.