There are many snags along the way to a win-win sales negotiation. But if you keep your eye on the goal and do your homework ahead of time, you are more likely to succeed...without giving away the farm.
- Knowledge
Know your client…what they want and what they need. Qualify them with questions about their readiness to buy, their ability to buy, and their full understanding of the value your solution brings. Test their commitment by helping them to see the consequences of not working with you.
Know, too, your own constraints. Be sure you are aware of what concessions you have the authority to make.
- Purpose
Do not lose sight of what you are hoping to accomplish and why. You are there to support your client’s success and, in so doing, will contribute to your own. Stay client-focused. This is how you earn your client’s trust and long-term business.
Learn more at: http://www.lsaglobal.com/sales-negotiation-training/
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