Consultant Sales Tips

Sales Tip 3

Most salespeople start negotiating way too soon. A key rule is that you should never negotiate before you must. The earlier you give concessions, the less impact they will have. By giving ground early, you may also create an expectation that even larger concessions will follow.

Sales Tip 2

Where your immediate focus is to gather information about a prospect company, a “Focus of Receptivity” is your best initial target. These individuals are in roles and functional areas most likely to be receptive – and to therefore provide you with access – because they have subject matter and organisational knowledge about the issues and opportunities you want to explore.