While top sales executives anticipate and resolve issues early, how you handle challenges to your pricing, timing, and approach can help you win the deal if you follow these three sales negotiation tips:
- Don’t Take It Personally: It is natural for buyers to request more information (especially right before closing) to make sure that they are making a wise decision. Make sure that you do not sabotage all of your hard work. Focus on helping your client to succeed. Take this as an opportunity to differentiate, establish value, and deepen the relationship.
- Clarify and Understand: Before you start responding, make sure that you clearly understand their objection. Get to the heart of their resistance by appreciating not only what they are saying, but also what they are feeling and their overall perception of the situation. Be patient and do not push negotiations forward until you get it.
- Seek Mutual Resolution: Once you have understood and acknowledged their concerns, it is time to reaffirm the value you are providing and determine if anything else stands in the way of moving forward. Once you have isolated the final issues, you can determine the most effective negotiating position to meet both of your needs.
Remember, these roadblocks are a normal sign that your sale is moving ahead and provide an opportunity to avoid conflict and differentiate both you and your company.
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