How to Accentuate the Positive to Close More Deals

Sales negotiation training researchers recommend that focusing on what can go right and what you have to gain rather than on what can go wrong makes a difference.

Here’s the drill:

Before you even sit down at the negotiation table, make a list of all that you hope to walk away with at the end of the session.

• What are your goals?
• What will success look and feel like?
• What would best help the client to succeed both professionally and personally?

There is nothing to be gained by anticipating all that could go awry. Instead, imagine yourself achieving each and every goal. This is the way to keep focused on positive end results. There are risks in every negotiation and compromises, no doubt, to make; but the more you can picture the ideal, the more confident you will be and the closer you can come to your successful conclusion