Do not leave your sales negotiations to chance.
Rock, paper, scissors may solve the question of who goes first in a negotiation, but it will not resolve the fundamental issues or finalize the sale in a mutually satisfactory way.
Instead, you need to be purposeful in your negotiations and follow these three rules laid down early in any sales negotiation training program.
- Listen, listen, listen. Even though you may have prepared an airtight case, be ready to listen to the other side. Ask questions to be sure you truly understand what your opponent is looking for and why it matters to them and their key stakeholders.
- Establish trust before you begin substantive negotiations. Unless you both believe that the agreement, once reached, will be upheld, there is no point in arguing specifics.
- Dig deeper than just the specifics. You need to know why the other side wants what it wants. Only then can you be creative in what you offer and still preserve your interests.
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