Is “negotiation” just another term for “the stronger, more determined side always wins”?
Sales negotiation training professionals would say no. But neither is reaching an agreement just about finding an acceptable compromise. Instead, negotiating successfully requires special interpersonal skills. The best sales negotiators excel at understanding what is interfering with reaching a deal and finding a compelling solution to the core problem that brought the other side to the negotiation.
Here are five expert sales negotiation tips for getting people to come to an agreement:
- Come with an open mind. Clear away all assumptions. They are likely to be inaccurate.
- Focus on the most important. Understand that people make decisions based on what will lessen or solve their immediate problem.
- Ask questions that will reveal the other side’s real pain. Keep your questions open-ended, non-threatening, and timely. Clarify your understanding with words and a tone that shows you sincerely want to understand and help their situation.
- Listen well and be watchful. You can learn much if you tune into your opponent’s body language and intuit what is not being said outright.
- Stay calm. Curb your emotions so they don’t get in the way. The more neutral your approach the more likely you are to learn what you need to know to succeed.
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