Four Rules of a Successful Sales Negotiator

Successful negotiators separate the wheat from the chaff.

Negotiators who enter a room full of hostile opponents and emerge with an agreement can make history…whether in a labor negotiation or reconciling two sides of a military conflict. Granted, sales negotiations may not be the stuff of legend but there are some lessons to be learned from the experts.

Here are some rules the sales negotiation training experts follow to reach a successful agreement:

1. Clarity.  They know what they want out of the negotiation. The goal of the final contract is clear to them and always in sight.
2. Vision.  They look ahead. Much as you would strategize in chess, you need to know what the next moves are and be prepared.
3. Understanding.  They know how to listen…really listen. Negotiations are not won with bluster but with a detailed understanding of the other side’s position and needs.
4. Objectivity.  They remain calm. There is nothing to be gained by getting emotional or angry. It is the objective, steady approach that wins in the end.

Focus on the goal, be calm and prepared, and listen well…these are the guidelines for negotiations that bring desired results.