One thing which needs mentioning is that a good sales person considers the objections of the customer as a part of the decision making process and one thing which needs to be understood is that sales people have a huge say in convincing the customers in the purchase decision. When Dell introduced the direct selling model as part of its repertoire, there was a generally feeling among the masses that there would be a drop in satisfaction level of the customers. But the sales person negotiated in a superb way tackling this situation in the array of their presentations. In short they assured the customers the service and the after support angle as well. Often sales should try and use objections to close the sale by focusing on the strength of the product and highlighting the superior features of the product. Generally some sales person use reduction of price or discounts as the final step in the closure of a sale but a good negotiator will never do so and he will never use price as a tool in his sales process and focus on the value. Good negotiators acknowledge this fact that the companies incur a lot of costs in advertisement and huge efforts in product development. If sales people give in easily to the sensitive issue of price it decreases the value of the product. Even if such a situation arises in such a situation it is widely recommended to go for tradeoffs (Lamb, Hair and MacDaniel, 2010). Long term relations are the key in any sale process and it evolves and builds over time.
有一件事，需要一提的是，一个好的销售人员认为客户的反对作为决定的一部分，决策过程和一件事，需要了解的是，有一个巨大的销售人员说，在说服客户购买决策。当戴尔推出直销模式作为其剧目的一部分，有一个普遍的感觉在群众中会有客户满意度下降。但销售人员谈判的一个极好的方式解决这种情况下，他们的发言在数组中。总之，他们向客户服务和支持后角。通常情况下，销售应尽量使用反对关闭销售，专注于产品的实力和突出的产品的优越特性。一些销售人员利用降低价格或折扣在出售关闭的最后一步，但一个优秀的谈判一般会从来没有这样做，他将永远不会利用价格作为一种工具，在他的销售过程中，集中值。良好的谈判承认这一事实，该公司招致了很多广告和巨大的努力，在产品开发的成本。如果销售人员轻易让步价格的敏感问题，它降低了产品的价值。即使出现这种情况，在这种情况下，它被广泛推荐去权衡（羔羊，头发和MacDaniel的，2010）。长期关系的关键在任何销售过程中，随着时间的推移它的发展和建设。
