Since repeat business and referrals are so important in complex sales, employing win-win as part of your selling technique and philosophy should be a foregone conclusion.
If not, they really dont understand.
We find that almost every wegmans gift cards time a transaction results in a Lose/Lose, its because these processes were not followed.When and how will you measure its success?Friend Reviews, to see what your friends thought of this book, please sign.Are you geared to win?In every business transaction there are four potential outcomes.If the answer to any of these questions is no, the plan will fail.Getting the balance right between win-win and play to win can be elusive.Weve found it helps to remind yourself to do both.(Now, dont fall into the trap on the other side, focusing winning yourself at the expense of your customers.Do your salespeople understand the plan?In a mobile society like ours, the customer has the ability to go anywhere, and more than likely they will drive 20 miles to avoid being treated with disrespect, mislead, mistreated, or under-valued.The sale is made, the customer is delighted, and it was a great success.Dont use terms like client focused and value creation as reasons for forgetting that youre actually supposed to get paid for what you.As you focus on win-win make sure you remember the play to win part.In most cases, especially for a more expensive item, the customer has to want to buy more than the business wants to sell.The idea is to find solutions that satisfy the interests of both parties, and maximize value on both sides.When this happens, sales grow and satisfied customers not only become repeat customers but also refer others.Win/Lose the business is happy, but not the customer.Everyone loses, but the customer has the ability to go somewhere elsewhere.
Most customers come into a business having already done their homework, and are ready to buy, so a salesperson doesnt have to persuade them, he just needs to help them select a product with the features they want and a price they can afford.
Sell to people at prospect organizations who are too low on the totem pole to make decisions.
Does it incorporate what you learn through measurement?
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