Sound preparation and regular practice help in many endeavors and, certainly, both play a critical role in the skill of sales negotiating.
Common sense is bolstered by the research that proves that the negotiator who has the most information is usually the one who comes out on top. The more you know about your customers, their needs, their budget, their time frames, their priorities, their success metrics, and your competition, the better equipped you are to forestall objections and prove the value of your solution.
It stands to reason, too, that the better prepared you are the more confident you will be when in the midst of a negotiation. Practice whenever you can. Try asking for a discount next time you shop or try requesting an extension on a subscription or membership. You have nothing to lose and everything to gain…either saving money or gaining a bit more experience at the art of negotiation.
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