Sales Careers

Every company offering the market a service or product require a sales capability. The job titles typically include Sales Director, National Account Manager, Sales Manager, Sales Representative. Salestarget.co.uk have sales vacancies across the UK. Below are links to their job vacancies with the following job titles.

Sales Director
National Account Manager
Sales Manager
Sales Representative

The following information maybe useful to those working in the sales sector.

Negotiation Tips

In the popular view business and consumer deals should always result in a "win win" situation, this promotes a buy more, buy again from the same supplier culture.

Before embarking on the negotiation stage of a deal consider how the outcome can be a genuine "win win" situation.

As preparation put yourself in the other party’s shoes, what do they want/need from this?

Role playing the upcoming negotiation in advance can often provide you with an interesting insight into how the other side view this potential transaction. Brief a colleague with as much information as possible and play it out a few times.

Consider in advance where your bottom line is, at what point of agreement would you not do a deal. Know this in advance and stick to it and there is less chance that you will walk out of the door wondering whether or not you’ve done a good deal.

Recognise and listen to opening statements. They can be used to set the parameters within which one party wants the deal to be concluded and may need to be challenged at a very early stage. They can also yield interesting information helping you to set up the "win win" situation.

Assume that every offer is negotiable.

Steer well clear of personality clashes, if it looks like it could happen, stick to the subject and emphasis the advantages/benefits and "wins" for the other side.

To move everything forward, carefully try to bring some degree of urgency to the proceedings.

Prior to the point of closure, just before the deal is concluded, is a good time to get further small value from the deal. It can always be discarded if it looks like causing a hiccup.

End well. A happy relationship has been formed that is of mutual benefit to both parties.

Closing Techniques

Closing techniques for business and consumers differ greatly, the reason being that many people you are closing in business will have been on the same courses, know the same tips and when they recognise the techniques they may become antagonised. In business use them very carefully and modify them as the situation requires.

Assumptive - At an early point in the transaction assume that the sale has already been made and move effortlessly to the end by writing the order.

Choices - Offer two or three choices, wait for the selection and take that as the go ahead.

Don’t telegraph the close - This can build tension and put the buyer into defence mode, move smoothly forward by keeping the same tone of voice.

Testing before closing - Use testing phrases to judge if the sale is ready to be closed, i.e. "having gone through this carefully this seems to be exactly what you are looking for?"

Closing from objections - Answer objections with a reply of "if we could (answer objection) then we should move ahead and arrange this supply?"

Impending Doom - Use any factor that takes the offer away i.e. price going up, change in availability etc.

Ask for the order - This is obvious but often overlooked.

Go through the list of needs you are fulfilling, get confirmation from the buyer that you are meeting these needs, at the end of the list write the order up.

Use "Silence" as a tool, often at the point of close sales people ruin the moment by continuing to talk and miss the natural moment of closure. Keep the sale closed - After the sale make sure the process moves forward. Keep in contact with the customer to ensure that you, are aware of and can therefore, handle any second thoughts that the buyer maybe having.