Looking for the ‘hockey stick’ on your growth chart

Entrepreneurs and investors talk about hoping to see a hockey stick (period of great growth) on a sales chart. The big uptick is hard to get, but these pointers could help.

* Listen first. Try to get the customer talking about what is wanted, needed and problems involved. Then you can focus on what you can do to help.

* Know the answers to such questions as, “What I don’t understand is ….” and “How do you know that ….” |

* Realize that even the best product doesn’t sell itself. The salesperson has to develop the desire to buy. Be prepared to overcome obstacles.

* Tell the price up front so the prospective buyer knows what it is. After that you can describe the product’s value, which is what they want and really interests them.

* Study up before going to a negotiating table. Have the best research. Remember the “consistency principle,” which refers to your need to appear reasonable.

* In their bargaining manual, Getting to Yes, Roger Fisher and William Ury say not to view the other negotiator as an adversary. Focus on the merits of the case and ways to achieve reciprocity, a win-win agreement.

* Have faith in your negotiating skill. Don’t underestimate the importance of your experience.

In Bargaining for Advantage, author G. Richard Shell says that, in addition to bargaining at a sale, you have plenty of other negotiating experience.  You negotiate every day with your spouse, your co-workers, and even with fellow passengers on the train. Practice.