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When someone looks for sales trading tips it is because they must be getting close to closing several deals, studied the market, prospected, visited customers, did the follow-up, discovered the “customer pains”, showed good solutions, strengthened the relationship, sent proposals and, when it comes to meeting to seal a sales commitment, things seem to be out of your control …
Know that this is completely normal and common, but that it is possible to avoid this outcome by studying some trading tips that we have selected for you. One of the most delicate parts of the sales process is actually trading.
Take a look at our post and see that with these trading and sales tips all your efforts, visits, and phone calls will culminate in great deals!
But before seeing our tips for trading, check out this ebook with several important information on how to sell more.
8 incredible sales trading tips
The following negotiating tips should be used, whenever possible, after studying the buyer’s personality and company culture. Choose the one that seems most appropriate to you and don’t be afraid to mix some of them, just be careful not to look confused, pointing each time in one direction, use tactics that complement each other.
- Rational Persuasion
It is one of the most used trading and sales tactics. It is the path of stones on which the seller is informed, prepares himself well for the visit, and tries to expose, in a rational and objective way, all the value that his solution can bring to the customer to solve a problem he has.
In this type of approach, it is important to have concrete facts and figures, bring tables, reports, graphs, customer testimonials, income statements, and even films and animations that can help illuminate the rational side of the buyer.
Using graphs and numbers will persuade your customer
- Bargain
Do not misunderstand this expression. Bargaining is nothing more than making an exchange of concessions: you give in to a lake and, in return, the other party gives in to the other. This is one of the most traditional forms of trading, but to be successful, you need to take three basic steps:
- Set your ideal price (or conditions etc.).
- Determine the maximum you can give in relation to the ideal.
- Find something that is valuable to the customer.
That way, you enter the trading with your ideal offer already in mind and adjust it here and there, without going beyond the level determined as disadvantageous for you. And if you know something that the buyer needs a lot, this element should come with a high exchange value in the trading.
- Inspiration
Here the sales trading tip is quite bold. It should be used when you know the profile of the buyer and realize that you are a person with less pragmatic and more creative characteristics.
When you notice the customer’s enthusiasm for innovation, for example, you can use this argument that he will be at the forefront of the segment using the solution you are presenting. Or if he is a fan of a certain famous business leader, tell him that he already uses the product or service he is offering with great success in his company.
It is worth remembering that this is an accessory selling technique: never offer a customer something that will not really solve a problem that he wants to solve!
- Consultation
In the consultation technique, the seller must bring the buyer into a constructive debate, as if the two are assembling together the solution he needs.
Use expressions like:
I was thinking about this arrangement of elements, what do you think? Solves your problem?
What if we took that out and added that?
Do you have another suggestion? Which alternative is more suitable?
That way, you will practically assemble the proposal in front of him. In the end, it is possible to even try to hit the hammer, after all, he was the one who defined everything!
- Collaboration
Collaborating means working together. If you can offer the customer something to help them adapt their solution, that is, if you collaborate with them, this can be a way to get them to close.
Offer support to create an action plan to implement the project, develop a layout, show how the solution would be implemented through an animation that helps to convince the board, bring its technicians for a field visit, etc.
All of these are ways to collaborate with the buyer in a way that he often did not expect. Make him realize that he can count on you!
- Pressure
Another sales trading tip that can be risky, but that is sometimes necessary, especially with undecided buyers.
When you reach the limit of your concessions and know that you can not give in, even more, it is a good time for this tactic, as you already know that if it does not close in these conditions, the sale would not be made in any way.
- Coalition
Join others to make your offer. They may be sellers of products or services complementary to yours, other employees of the buyer’s company who think your offer is appropriate, people from his influence circle that you know. There are several possibilities as long as it is pertinent for these people to join you in the trading and the buyer respects and takes them into account.
- Legitimation
Use arguments such as tradition, company norms, good market practices, customs of the segment, legislation, and others that indicate that this is the path that “everyone uses”. Once again we remember that this is a technique that adds to the others because the objective is always to offer the best solution for the client.
There were 8 trading tips in sales that you can use in your daily life and try to close more contracts, negotiating more and more intelligently and with a wide repertoire of resources.
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