36% increase in calls 16% increase in orders 1.5% decrease in sales But cases like this are even more common:
Increasing call rates [in good times or bad]increases sales revenue in small one-call sales. Increasing call rates generally reduces sales revenue in large multi-call sales. The larger the sale, and the fewer accounts per salesperson, the more negative the impact of “selling harder”. So unless you’re at the low end of the B2B market, just making more calls in hard times may hurt your results, not help them.
Negotiation reaches agreement through varying the terms or making concessions – if you haven’t the power to vary the terms you can’t negotiate. Selling you persuade or reach agreement without varying the terms. The difference:
Selling Negotiating Sellers who negotiate late in the sale maintain margins better than those who negotiate early But in hard times most salespeople start negotiating too soon, eroding their margins and reducing their chances of getting the business Selling Negotiating