Alex Wiffen, director of Cherry Pick People, said this means not only understanding customers' requirements, but also recognising what they might want, even the things they haven't considered themselves.
"Understanding people is very important. It's not necessarily a real hard-nosed sales approach; it can be more consultative and about recognising needs and understanding. You can't bully someone," he noted.
It is important to be assertive, so having that more 'salesy' element in negotiation is key, but people need to get to the point where they are at that negotiation first.
"That's the same as recruitment as well - understanding people is paramount. Also, strength of character when it comes to negotiating is an important attribute – you can't be shy or retiring, you've got to be a people person and confident," Mr Wiffen advised.
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Posted by John Oak
Origin: Salespeak News
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