Monday, December 08, 2003
When it comes to negotiations, sometimes, somewhere we fail! Effective sales professionals, persuaders and negotiators are good at using both the 'Push and Pull Style methods.' The new generation B school training seems to be full of bugs coz what you never learn there is 'Communicating & Negotiating skills'. The fluency comes with business environments, developing human relationships and most specifically - practical approach. For a short term result, the push style approach is best. The tele marketing is the best example as with limited time available or rathar selling an on-spot consumer item with relatively low cost. On the other hand, where the financial commitment is higher and the product or service is such that there needs to be a long term commitment between the buyer and the seller, the Pull Strategy is fine. The buyer makes own decision and is self enforcing. If a customer is convinced, the risk of losing the sale is lower. In selling an Insurance policy, that's how Personal Accident policies are easier to sell with a quick info and low premiums but for a Life - Wheww, its a lot convincing the customer and showing him to follow the right track - of coz that's 'Safeguarding, a security' for his life and earning hefty commissions too!