Failing to plan 'is a fatal mistake'

Today's consumers and corporate buyers are much more aggressive when discussing the terms of a deal than they were previously, meaning salespeople must hone their negotiating skills to close more deals, which is an area where a sales consultancy could provide valuable guidance.

Kelley Robertson, writing on the Fearless Selling blog, claims there are a number of errors sales staff make when it comes to negotiating with clients, with one of the most critical being a failure to plan ahead.

"Failure to plan means planning to fail. Invest the time to plan your approach, the tactics you will use, the concessions you are prepared to make and what information you still need to negotiate the best possible outcome," he states.

There are several other areas where salespeople often make mistakes when trying to secure a deal, which include failing to establish the value of their product and not asking enough high-value questions, which are two areas where the expertise of a sales consultancy could make a difference.

Tibor Shanto, writing for the Salesblogcast, recently stated that it is important for sales staff to find the right balance between being too soft and too aggressive, as both extremes will see the client explore other avenues.