A sale is the exchange of goods or services for money. We pop into shops every day and buy what we want. When we enter a store, we are served by a shop assistant, and very rarely, does any negotiation take place. The goods in the store have a set price, which is regarded by law, as an offer by the owner for you to make a counteroffer. The law, in fact, opens the door for us to negotiate the price of these goods, but this is not widely known by the consumer, or for that matter, the owner of the business. Most of the time, we see the price and pay it without question. We don’t negotiate the price.
In this training programme, we are concerned with “Direct Sales”. In direct sales, we are involved with the process of negotiation, always. This negotiation process can be very complex because we are dealing with the complexities of the human mind.
In direct sales, we persuade people to buy a product or service we are selling, at the price we want to sell it for, and buy it from us immediately. Once we have accomplished this, we then need to reassure our customer, that their buying decision was the right decision. When all this is done, and only then, have we made a sale.
The most common form of selling in the world today is bargaining. In the bargaining process, most of the energy expended by the salesperson is directed to the negotiation of price, rather than focusing on the features and benefits. Bargaining is the selling process where the seller offers their goods or services at a highly inflated price, then reduces, or discounts, the price as a means of persuasion. It is widely used in the marketplaces around the world. Sounds primitive and unprofessional perhaps so, but it works and works very well indeed. We have included 18 rebuttal arguments to overcome specific objections. We have used all of these closes in the field and they all work.