Alon Rozenshein’s Post

Have you ever wondered WHY your negotiations with suppliers often don't succeed? It's not enough to simply send an email asking for price lists and expect good results. I've experienced this myself, and what I've learned could really make a difference for you. 👇 Asking, "Just send me your price lists" seems straightforward, right? Through my experience, I've realized that such a broad request for a price list usually leads to unproductive negotiations. Why is that? It's because this approach is too general. It's like trying to hit a target being blindfolded – you're likely to miss. CLARITY IS KING Being very clear about what you need is the key. It goes beyond saying, "Send me your price list." You need to specify exactly what you're looking for. Let's look at it differently. Imagine you ask for something specific, like, "I need 2000 gaming laptops under $1000, preferably HP." Can you guess the outcome? That’s right – Prompt Response. Such a specific request prompts immediate action and gets results. However, while being specific is crucial, adding a bit of flexibility can lead to even better deals or options you hadn't thought of. If you agree with this method, react with a 🤝 below, and let's discuss how to achieve success with suppliers. #SupplierNegotiations #ClarityMatters #NegotiationStrategy #SupplierEngagement

Here's how Paul Dudley (a founder with tons of sales experience) decides when to hire the first sales-person:

Avoid allowing unspoken concerns kill your deal. Consider objections as a request for more information. When a buyer doesn't get this information. They tend to fill in the gaps on their own. Sometimes, their conclusions might be incorrect. Don't be afraid to share the concerns other typically have. Ensuring key issues are addressed and clarified. #sales #discovery

Being a sales team leader in the electronics components industry can be tough due to the rarity of certain essential components. Sometimes, we can't meet deadlines because it's hard to get specific parts. Customers get frustrated since they have their own deadlines. Surprisingly, I discovered I'm not just good at sales but also great in customer service. Selling and keeping customers happy are closely connected. To retain customers, a salesperson needs to be great at customer service too. #ElectronicComponents #SupplyChainChallenges #SalesInnovation #Recruitment #industryexperts #CustomerRetention #SalesSkills #ComponentShortage

What happens when we buy something? We change. This is crucial to understand for anyone working in sales because most of us are reluctant to change and therefore reluctant to buy without understanding why. Watch this video to find out more

The Power of Honesty in Sales Yesterday, I met a client who was told by a sales advisor at a cell carrier that she needed a “5G charger” for her new tablet because her “4G charger” wouldn’t work. Upon examining both tablets, I found that they both used USB-C charging ports. The client had been misled into purchasing a new charger under the false pretense that it was necessary for 5G compatibility. This experience highlights a critical issue: dishonesty in sales not only misguides clients but also erodes trust. As sales professionals, our integrity is paramount. By being honest and transparent, we build stronger, more trusting relationships with our clients. Let’s commit to honesty in all our interactions. It’s the foundation of trust and the key to long-term success.

Nobody provides perfection as a supplier. We constantly try, but the reality is that we're a bunch of humans and any one of us can drop the ball and make a mistake at some point. It's why we never make unrealistic promises to our customers. The one commitment we absolutely stick to, and what we can promise, is that every decision we make that relates to how we manage our clients, is made by turning to our values and challenging, have we been honest, fair, transparent and did we communicate well. If we've fallen over on that stuff we put it right. We've turned to those values to guide our decisions for almost ten years, and we'll never stop. Doing the right thing, and the actions you take when you've messed up are the ultimate acid test of any supplier. We're not perfect, but if we do make a mistake, we do the right thing every time. If that works for you, we're great people to have in your little black book. Let's talk 😊 #salesrecruitment #salesjobs #hiringsales

The right #distribution partner should align with your mission and values. When Evaluating Potential Distributors, look for these reliable qualities: #Financial stability - credit history, timeliness of payments, etc. #Sales and #marketing capabilities - size of outside and inside sales force, ability to generate leads, selling skills, technical competence, etc. #Sales #performance - past sales history for same or similar products.

Your salespeople will be sick of being told to 'sharpen the pencil' by seemingly relentless purchasing departments. The truth is #purchasing departments are doing a #job, just like your #sales team. #Preparation is 80% of the struggle. Those #salespeople that always seem to get lucky, get an easy ride or seem to move serenely through the #buying process all have that in common. How is the customer performing, who are the #stakeholders from other departments, how are it's #staff rewarded, what are the pressure points for #implementation, what are the #financial #pain points, etc etc. If you don't know your #customer well enough, #price #pressure is all you'll get. It is likely to still be inevitable, even if it's just 20% of the pain (and substantially more of the cost) - in which case the best bet is a #team course in #negotiation from someone like Paul O'Donnell at Chameleon Partnership - still responsible for the #best and most terrifying #training course I've ever had, courtesy of Motorola Mobility (a Lenovo Company). Note for sales people reading. Under no circumstances take the boss, as money will inevitably just fall out of their mouths the second you get into the meeting. Pencil from #blackwing, accept no substitute. Tagging in the best negotiators I know, Richard Jenkins Victoria Denman Rupert Tate George Sebastian Jean-Baptiste Guillemot James King Daren Finney Rob Staines Michael Gowar to name a few as I look back, plus some of the purchasers too, don't look back in anger 😉 Geoff Ibbotson Neil Allen Andrew Peat Perry Ward Simon Frumkin and Alec Mellor

If you have something you want to sell, knowing HOW to put it in front of an interested buyer is critical. You want to find someone who is looking for a solution to their problem, than trying to sell to people who are not aware that they have the problem yet