Sales negotiation training can teach ways to raise your
position in a negotiation even when you enter with less clout than your
opponent. Whether you are negotiating with a boss for greater responsibility or
compensation or whether you are negotiating with a customer against competition
that has greater influence by virtue of experience, incumbency or pricing
advantage, you can still win.
Here is how to approach the challenge:
- Be Objective
and Put the Customer First. With less power and confidence, you have more
incentive to accurately evaluate the other party’s goals, what matters most to
them, and how you can deliver what they want.
- Measure
the Upside. Carefully assess what you want out of the deal.
- Differentiate
Your Value in the Eyes of Your Buyer. Determine what unique qualities you
bring to the table that others do not. Know your own value.
- Over Prepare. Think ahead about what obstacles may stand in the way and how you can overcome them. Have data at hand that will strengthen your case.
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