There can be so many bumps along the path to a solid, mutually satisfactory sales agreement. Here are a few tips from sales negotiation training best practices that can smooth the way so you end up with what both sides seek…a win-win agreement.
- Articulate the common goal. Both sides should establish what they want as a positive outcome and share them clearly in writing. Are you looking to impact a key business initiative, set up a new working arrangement, close on the purchase of new equipment or services, or settle a legal issue that has arisen between you?
- Know what matters most. Don’t waste your time arguing about a sticking point that really does not matter to you compared to the other components of the deal. There will no doubt be some non-negotiables. Be clear on what you are willing to fight for, what you might use as leverage and what you are willing to compromise to get the deal done.
- Disclose your reasons. Sometimes it makes sense to let the other side know why a point in the negotiation is so important to you. If shared in an even-handed manner, they might just understand and let it go.
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