Be Clear Up Front
Never enter a negotiating process until both sides are clear on what is being negotiated. At the start of a negotiation session, it is appropriate to state exactly what is up for discussion. By doing this up front, it’s possible to avoid a waste of time and, more importantly, inadvertently negotiate things that don’t need to be discussed.
The Sell/Buy Approach
Use the sell/buy approach first. Only move to a india telegram data negotiating phase if you are unsuccessful closing the sale first. Minimally, no negotiating should begin until the customer has rejected the close at least twice and the customer has provided you with at least one buying signal.
Never offer up options until after you’re deadlocked on price and the customer has provided you with additional information. This includes providing you with a buying signal and credible benefits as to what the customer is looking for.
Put It In Writing
Always put the negotiated outcome in writing immediately. Do not leave issues open for further discussion. The person who puts the outcomes in writing first wins by being able to position things in the manner they want them to be. Putting things into writing first also provides the opportunity to make one final modification with minimal risk.
Do Not Celebrate
Upon reaching an agreement, thank the other party, but do not celebrate! Celebrating the outcome of a successful sales negotiation sends the signal to the other party that they have been taken advantage of. Sending this signal will jeopardize the long-term potential of the relationship.Not Interested… Or Are They?
When a prospect says, “I am not interested” do they really mean it? Perhaps in some cases this is true, but what prospects might really be saying is:
“I might be interested…but I have been inundated with sales reps who have wasted my time and I suspect you are yet another…so, I am not interested!”