Often the terms “sales” and “negotiation” are used interchangeably. However, these are two very different actions. At the beginning of the sales process, sales ability is used to grab the attention of prospects. And at the end of the process when closing the deal, sales ability is vital. Much of the process in between […]
Often the terms “sales” and “negotiation” are used interchangeably. However, these are two very different actions. At the beginning of the sales process, sales ability is used to grab the attention of prospects. And at the end of the process when closing the deal, sales ability is vital. Much of the process in between the beginning and end is more negotiation than sales. Let’s consider some tips which will help you negotiate like a pro.
• First you should identify the objective of the negotiation. Ask yourself, “What is the ideal outcome of this situation?” Usually there is one primary objective which you want to achieve.
• After identifying the objective, the key to negotiating like a pro is to concede everything possible. Save your “no” for the very important items. Be extremely, overly honest. Freely admit your limitations. Make statements such as, “I’m not sure if I can do that or not, but I’ll check into it for you.” Or “You know what – that is a really good question. I have no idea, but I’ll check into that and find out about it.”
• Be transparent. Your weaknesses won’t be hidden from others whether you admit them or not! When you admit them to people, they are going to trust you more and be more willing to move forward with you.
IN SUMMARY: TO NEGOTIATE LIKE A PRO –
1. Decide what you want.
2. Concede all other points and be extremely honest.
3. Be transparent about yourself.
Hopefully you can use this short tip today to help you make more sales in the field.
My name is James Shepherd. Thanks for reading!
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