Sales negotiation is the process of getting the best deal for a certain service or product, but doing so in a civil and efficient manner. While there isn't a sales negotiation book on etiquette, there are tips to follow to ensure a professional and mutually beneficial deal.
Sometimes it is better to focus on what not to do, rather than first jump into what to do correctly. Amateur buyers are encouraged to show little need for a service or product, or even stress a time constraint to sellers. Doing so will cause the seller to believe that the seller is providing a valuable service, and feel in charge of the negotiation. Obviously, this is a dangerous turning point that the buyer should avoid.
Another common mistake of amateur negotiators lacking sales training is letting a sales negotiation run on too long. An endless negotiation is bad for several reasons, but mainly because it wastes time and can lead to resentment. Since the buyer is interested in getting the best deal, giving the buyer what they want with each demand is going to make them even more curious as to what level they can bring the negotiation down to. Don't let this happen by giving away too much value at the start, and then having to be extra firm with your counter offers.
If possible, try getting the buyer to agree to a meeting before the negotiation takes place. Going to grab lunch or enjoying a social environment to get to know each other allows you to get to know the weaknesses and strength of procurement. Use this information as an advantage in predicting what the buyer is going to ask for and how they will attempt to do so. This allows for a pre-planned rebuttal that will seem natural and genuine. Any worthy sales course should include a objection countering training module.
Car salesmen, while not necessarily liked, have the game of sales negotiation down to an art. Car salesmen have a plethora of tactics in use today in order to get a buyer in and out- and parted from their money. One tactic that helps in this situation is to simply state the lowest possible offer is already on the table, and that a higher chair in the company hasn't approved of anything lower. This can keep the negotiation talks on good terms, while still keeping a firm stance against a lower offer.
Power in negotiation stems from whichever side has a strong walk-away position. Both parties usually try to stress that the other party needs them - and the one with the greatest need usually takes the undercut. Needing to close the deal on the table usually comes from having a weak second to best offer. So build up a good second option, and you'll feel the pressure lift from your shoulders. Following the above tips and staying confident will do wonders for your negotiation outcome, although professional negotiation training and reading books on the sales negotiation are almost mandatory for getting the process down to a science.
Final Thoughts
Psychology, etiquette, and personality play a large part in which way a sales negotiation will sway. Maximizing each of the three factors to your best ability will allow you to attain success in the negotiation room, maintain good business partners, and ultimately to grow your company into a more powerful entity.
Sometimes it is better to focus on what not to do, rather than first jump into what to do correctly. Amateur buyers are encouraged to show little need for a service or product, or even stress a time constraint to sellers. Doing so will cause the seller to believe that the seller is providing a valuable service, and feel in charge of the negotiation. Obviously, this is a dangerous turning point that the buyer should avoid.
Another common mistake of amateur negotiators lacking sales training is letting a sales negotiation run on too long. An endless negotiation is bad for several reasons, but mainly because it wastes time and can lead to resentment. Since the buyer is interested in getting the best deal, giving the buyer what they want with each demand is going to make them even more curious as to what level they can bring the negotiation down to. Don't let this happen by giving away too much value at the start, and then having to be extra firm with your counter offers.
If possible, try getting the buyer to agree to a meeting before the negotiation takes place. Going to grab lunch or enjoying a social environment to get to know each other allows you to get to know the weaknesses and strength of procurement. Use this information as an advantage in predicting what the buyer is going to ask for and how they will attempt to do so. This allows for a pre-planned rebuttal that will seem natural and genuine. Any worthy sales course should include a objection countering training module.
Car salesmen, while not necessarily liked, have the game of sales negotiation down to an art. Car salesmen have a plethora of tactics in use today in order to get a buyer in and out- and parted from their money. One tactic that helps in this situation is to simply state the lowest possible offer is already on the table, and that a higher chair in the company hasn't approved of anything lower. This can keep the negotiation talks on good terms, while still keeping a firm stance against a lower offer.
Power in negotiation stems from whichever side has a strong walk-away position. Both parties usually try to stress that the other party needs them - and the one with the greatest need usually takes the undercut. Needing to close the deal on the table usually comes from having a weak second to best offer. So build up a good second option, and you'll feel the pressure lift from your shoulders. Following the above tips and staying confident will do wonders for your negotiation outcome, although professional negotiation training and reading books on the sales negotiation are almost mandatory for getting the process down to a science.
Final Thoughts
Psychology, etiquette, and personality play a large part in which way a sales negotiation will sway. Maximizing each of the three factors to your best ability will allow you to attain success in the negotiation room, maintain good business partners, and ultimately to grow your company into a more powerful entity.
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