What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.
I’ve observed it happen many times. Somehow the salesperson thinks that if they put the information in writing the prospect will buy.
The truth is that a proposal should really be a confirmation of what has already been agreed to, or has been determined that the prospect wants, needs, and is interested in buying. These factors must first be understood before creating a proposal.
So how can a salesperson become an effective negotiator and understand these factors? Well, an effective negotiator is really just a skilled communicator. […]