High stakes sales negotiations rarely go as smoothly as we
would wish right off the bat. Occasionally they even enter a danger zone where emotions
get completely out of hand. Have you
ever found yourself in the very uncomfortable position of having to deal with
someone as ready as this woman to explode in anger? Who knows just what set her
off but, if you want to continue the discussion, it will be up to you to stay
calm and gracefully settle her down.
Here are some proven sales negotiation training techniques that
can help you keep your cool and give your “conversation partner” the time and
space to better regulate their emotions:
- Manage your body language. Things could quickly escalate if you roll your eyes or express your upset or frustration with a head shake or tightened fists. Stay mum and keep your face neutral so you don’t exacerbate the situation.
- Be careful not to correct the other side’s assertions unless it matters. If your correction will prevent a mistake, OK. But if your correction is simply to feed your ego or prove a point, forget it. You will just antagonize them further while decreasing your own influence.
- Show you are paying attention with neutral fillers like “I see” and “I understand.” This shows you are listening actively but does not necessarily suggest agreement. Be as non-committal as you can if asked for your opinion until you understand the full picture.
For more information, please visit: http://www.lsaglobal.com/sales-negotiation-training/
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