[Sales Know-How Guidebook Released] Closing Rates in Business Negotiations Are Determined by "Habits," Not "Talent." SoftBrain Releases "'The Basic Habits of Top Salespeople in Business Negotiations' and 10 Improvement Actions" for Free.

SoftBrain Corporation (Headquarters: Chuo-ku, Tokyo; President: Hirofumi Toyoda; hereinafter "SoftBrain"), which provides the CRM/SFA esm (e-Sales Manager) for improving corporate competitiveness, has released its latest know-how material, "'The Basic Habits of Top Salespeople in Business Negotiations' and 10 Immediate Improvement Actions," free of charge to help sales professionals increase their closing rates. It identifies 10 "challenges" that salespeople who feel "unrewarded despite their efforts" tend to fall into, and explains specific improvement measures based on the perspective of top salespeople in a step-by-step format.

■ Guidebook Download URL

 https://www.e-sales.jp/eigyo-labo/business-negotiation-improvement-23392

■ Background of the Release

In the modern sales field, with the spread of the internet and generative AI, customers can now easily gather information and make comparisons on their own, making it difficult to exceed their expectations with simple "product explanations" or "order-taking." Many salespeople are making efforts such as "increasing the number of visits" and "improving the quality of customer-facing materials," yet they are not achieving results. What is now required is the professional negotiation skill to understand and delve into a customer's management issues and to concretely present the "future state" after a proposal is adopted. However, are you giving up on the idea that such skills are acquired through "talent"?

This material has been created for those who feel their hard work is not translating into results and are feeling stuck in their sales activities, as well as for managers who want to eliminate person-dependency in their sales organization and raise the closing rate of the entire team.

The difference in closing rates is not a matter of talent, but merely a difference in daily habits and approach. This book identifies 10 common pitfalls, such as "having an ambiguous goal for negotiations" and "leaving too much homework for the customer," and explains specific actions to avoid them. Please use this as a guide to realize a professional sales style that does not rely on willpower.

■ Content Overview

1. Introduction

2. Step 1: Lack of Pre-Negotiation Preparation and Mindset

3. Step 2: Challenges in Hearing (Listening Skills)

4. Step 3: Pitfalls in Proposals and Presentations

5. Step 4: Closing and Decision-Making Support

6. Step 5: Post-Negotiation Follow-Up

7. Conclusion

8. Introduction to CRM/SFA Customer Management/Sales Support System "esm"

■ Guidebook Excerpt