After
adding as much value as you possibly could into your proposal, it can be hard
to keep your cool when the buyer asks for more. Do not make the mistake of
turning the negotiation into a fight.
Sales negotiation training experts tell us that last-minute, often unreasonable requests are not at all unusual…sometimes they are meant as a ploy to squeeze
more out of you and sometimes they are simply an innocent need for explanation
of different options.
Here
are three ways to handle those requests…reasonable or unreasonable:
- Assume the motives are above board. Keep calm and explore the reason behind the request. It just may be a lack of understanding of what you can offer.
- Explain what choices are available. Are there expectations that can be re-set? For instance can you adjust the delivery schedule, vary the product combination, or spread out payment? Find out what really matters to your client so you can flex…within reason.
- Take away to give back. Test the buyer’s commitment by suggesting that your offering may not work for them. Then, as they reconstruct what they want and need, you will have some room to reach agreement.
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