3 Sales Negotiations “Rules” You Learned that May Need Some Adjustment

All right. We accept that you have moved beyond the rock-paper-scissors method of negotiating. You have designed and implemented sales negotiation training and intend to apply all that you learned. But when you get out in the real world, you may discover that some of the sales negotiations theory touted in the classroom does not work as well as it should. 

Here are three of the “rules” you learned that may need some adjustment as you work with your customers. Unfortunately, your customers didn’t take the negotiation training so they don’t know how or care to follow the ideal negotiating path. As a sales negotiator, you need to be prepared for their detours and road blocks. You need to be flexible and always keep your eye on the prize—improved immediate business results that lead to long-term relationships with customers, to repeat business and to increased referrals.

1. Regarding pricing…
You may have been told to get the customer to talk about price first and to stick with your price even as the customer objects. Both of these “rules” should be broken. The best negotiators have learned that, rather than force the customer into a premature budget discussion, it is far more productive to indicate a likely range of cost. Not only will this price range qualifier give you a clear sign of whether or not you and your prospect are in the same ball park, but it will also steer the eventual deal toward a higher price than if you let the buyer make the first offer.

2. Regarding emotions…
You may have been taught to stay calm throughout the sales negotiation process. This is very good advice when emotions get heated. You don’t want to alienate your customer with angry words or rude behavior.  But positive emotions do have a place in negotiations. As a salesperson, you are allowed to be excited about your proposed solution. When you truly believe that your solution is in the best interests of the customer, your conviction can be very persuasive.

3. Regarding win-win…
Certainly an agreement that works for both parties and creates a win for both is ideal. This kind of sales agreement relies upon mutual trust. Sometimes, however, there are buyers who would take advantage of you if you reveal too much.  Share the kind of information that will encourage collaboration and that will create success for both parties. That should be your aim.

For more information, please visit: http://www.lsaglobal.com/sales-negotiation-training/