Don’t be afraid to ask. Rarely are you offered just what you want unless you step up and make your request out loud.
You can’t expect that someone can read your mind or that they would be inclined to meet your needs simply out of the goodness of their heart. You need to speak up and clearly make your wishes known. But there is some very good advice that comes from sales negotiation training on the way to ask.
Follow these four recommendations for the way to present your request and you are more likely to be satisfied with the response:
1. Don’t wait for others to put their cards on the table…be the first. This is the way to frame the ensuing conversation around what makes sense for you. Otherwise, the focus ends up being on what the other wants - and that may be far away from what you need out of the negotiation.
2. Be clear in your own mind about what you would accept. Know what would be the best and worst scenario and what would be simply OK. If you don’t establish your own parameters before you negotiate, you are likely to be disappointed with the end results.
3. By the same token, try to be flexible in looking at the deal in its entirety. You may have determined, for example, that you would accept no less than $500,000 as an outcome. But what if the client threw in some compensating extras that would sweeten the deal and allow you to consider a lesser price. It would need to be something of real value…perhaps an introduction to a high potential prospect, or a testimonial that would carry weight with future possible clients, or the promise of a follow-on deal when this one was concluded.
4. Understand the context of the response…yes or no. If your request or position is accepted, great. If not, try to figure out how firm the “no” really is from their perspective. Does it mean there will be no further negotiation or is there hope for a different sort of deal in the future? Be professional in moving forward or moving on so that you preserve the relationship. You never know when you might run into each other again.
For more information, please visit: http://www.lsaglobal.com/sales-negotiation-training/
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