8 Points towards Better Sales Negotiations
We negotiate every day at every point in our lives; with our family members, with our friends, our pets, our bosses & as sales folks… certainly with our customers. It’s a skill we just can’t live without. Some people are good at it, some struggle…
Here are my 8 points to consider, if you wish to get better at negotiations:
1. Start at the Right Time
The golden rule of negotiation is “Don’t start it yourself”. But it’s unavoidable if you’re into selling a service or software. Negotiations will pop-up at some point of time.
Starting the negotiations talking about pricing or contracts isn’t always wise. Very early in the conversation, set the tone…. If you want to get some, give some. That they will get exactly what they pay for; nothing more or less.
Timing the negotiations is key. Start it early or too late, your chances of closing the deal get slim. Do the homework on the prospect, gather as much info on him as you can, & just go with the flow. The moment your prospect seems ready, break the ice.
2. Research has its Weight in Gold
Contrary to new-age popular belief of going into a discussion impromptu… the better you know about your prospect & understand his needs, better chances you have to crack the deal.
Key during prospecting is always to listen more & talk less. Ask questions; try to get all the info you need from the prospect himself, his problems, his requirements, his expectations, his likes & dislikes. Being better informed will let you have an upper hand during the negotiations.
3. Keep the Equation Casual, Always
So many deals collapse only because things get too serious after a point. The only way to avoid this is by making the prospect feel that you’re there only to help them. Not just to earn a few bucks out of them.