A proven sales negotiation methodology backed by solid sales performance coaching and consistent practice can dramatically improve sales performance. So can avoiding the three most common sales negotiation mistakes.
#1: Getting stuck on price.
While almost every deal involves price, almost every contract also involves components in addition to price that sales reps tend to overlook during negotiations. When you feel price pressure, focus on identifying and leveraging the other interests at stake in addition to the value that your solution is creating.
#2: Underappreciating your client’s perspective.
If you do not clearly comprehend the other side’s viewpoint, you will have little chance of creating a deal that will help both of you get what you need. To succeed, know how your counterpart is measured and by whom. Then align your offer to their priorities in a way that is fair to both sides.
#3: Getting personal.
As soon as emotions flare, you risk losing the deal. If you feel that things are getting ugly, remember to separate the people from the problem. Once you calm down, you will be better able to focus on the desired outcomes, the shared benefits for both parties, and the best process to move forward.
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