Negotiating sustainably, selling better: no deal at any price

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Not a few Company strive hard to win new customers with sophisticated strategies. It counts the degree at any price. If the fish or the customer hangs on the hook, they will not care anymore - the conclusion is made. The wrong strategy.

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Here writes for you:


Oliver Schumacher Oliver SchumacherOliver Schumacher is sales trainer and speaker.


Final Geilheit vs. Contract with rights and obligations

In many Company, big and small, is the success of an apparently good salesperson only and only based on the number of his degrees? But does that really make sense? The simple answer is “No!”.

Because for the customer as well as for the seller, the work starts after the graduation. Customer and seller conclude a contract by (buying) a contract. For both sides this creates rights and obligations. And that is often overlooked.

Short-sighted behavior leads to unsightly consequences

Because unfortunately, some sellers only see the numbers of the current financial statements and do not think at this moment of a longer-term business relationship. They tend to persuade the customer something inappropriate. The turnover is written, the company is satisfied and the premium in your own pocket does the rest!

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Such shortsighted behavior often leads to consequences, eg. B. Buying fidelity, poor payment habits, cancellations, missed recommendations. That can not really be in the vendor's sense. A graduation at any price costs too high a price. Every salesperson should keep in mind: the conclusion is nothing more than an (important) intermediate goal. The main goals are good follow-up sales and long-term enthusiastic customers.

Tying customers in the long term - that's how it works

The customer should come back and not the goods. That's the secret of successful sellers. Often this is easier said than done. Because many customers always make very unpleasant experiences.

Some have been ripped off more than once, others worry that it could happen to them, although there is no real reason for it. If a seller appears, they immediately sense danger. You only see him as someone who “wants to talk to you about something”.

Uphold professional honor

Some sellers are even opposed to their own profession: they do not want to congratulate themselves. They should know better. Only on the basis of honesty and reliability, long-term business relationships are possible.

In the hope of the fast money, one or the other seller can be misled into unfair selling. Unfortunately, others are being forced by overburdened leaders and unrealistic demands. But in which profession, are there no black sheep? They must not be the benchmark.

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Honesty and authenticity sold

The top priority for a salesperson should therefore be to always be honest with their customers. This means responding to customer concerns and keeping up with the information the customer needs.

The qualities of honesty, fairness and openness are wonderful qualities to stand out positively from the bad seller image. With this, the seller signals to the customer: “I am really there for you. I am your seller. I want to help you make your way easier. If it suits you, we will do business. Otherwise we will leave it. ”

You should internalize these 5 principles

It is not enough just to act as a salesman by default. Rather, the seller has to get the customer into the boat by taking a holistic view of him and showing him respect through respectful interaction. In order to become an excellent seller and to become a valued partner of your customers, it helps to internalize the following principles and to base their own actions on:

  1. Be attentive and stay
  2. Take into account what people want
  3. Take nothing for granted
  4. Recognize and use moments of surprise
  5. Exceptionally noticed

So you meet the customer expectation

Bringing the seller and his offers proven solutions and concepts, sales, profits, safety, comfort, image, less stress, less pressure or more joy, everything is wonderful. If not, he should consider how to do it in the short and medium term.

With the information on which benefits and values ​​are most important to the customer, excellent sellers place their offer optimally in the imaginary world of the customer. Even the price loses importance. The more useful and valuable the customer assesses the seller, the sooner he will buy from him.

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  1. Ossie

    Why can not the menu be unfolded on this page sometimes? Very annoying!

  2. Percy Zoellner

    Right, enthusiasm is essential in sales! Or as the saying goes: "Allways sell a dream"

  3. Elvira

    Great article in your blog, I'll remember.

  4. Harald

    Great article to inspire people is so important in sales!

  5. Eleonor Cira

    Thanks for publishing this comment if you have the opportunity.

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