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The Sales Buzz Issue 163 - Negotiation Techniques for Sales
May 23, 2012

In this week's Sales Training newsletter we look at How to Negotiate.

Improve you negotiation techniques for sales and you will be able sell to customers who have a viewpoint and an objective that is far removed from yours...

Negotiation Techniques for Sales

Negotiation techniques for sales are really important in many selling roles but I’ve seen many corporate and public sales training courses that don’t include them.

When you can negotiate successfully you can:

  • Close more sales.
  • Increase the revenue or volume of your sale.
  • Keep a good relationship with the customer.
  • Enjoy the sales process.
  • Get the best deal for you and your business.

When sales people don’t know how to negotiate they can either become submissive and pushed into a bad deal, or become a bully and try to push the buyer into a close rather than sell the idea to them.

The same is also true for buyers.

When you come across an aggressive buyer who tries to railroad you into giving in to their extreme demands, you are probably dealing with someone who has not been trained in the art of negotiation. They rarely get the best deals, have very poor relationships with their suppliers, and are often caught out by sales people with superior negotiation skills.

How to Negotiate

Negotiation techniques are used when there is a discussion between two or more people with separate objectives for a common situation.

You begin by understanding the buyer’s starting position and how it was formed. You question their beliefs and their viewpoints. You understand their motivators, what they want from the negotiation.

The next stage is to confirm the common ground.

Agree what you agree on.

This forms the foundation of the negotiation relationship, and gives you both something that is worth building upon.

Now work on the negotiation points where your differences are smallest. This creates an agreement habit. It helps form a process that will be useful when you face the points of major difference. The more you agree upon, the more your customer will not want to waste what they have achieved so far.

All that remains are the points on which you are furthest apart. But by now you have agreed so much that these points will look small on the buyer’s internal map of the discussions. This is where you can start using negotiation techniques in the real external world.

The Most Common Mistake

The most common mistake that sales people make when they negotiate with a customer is to start with the points that they are furthest apart from the others position. These are major challenges with a great space between the seller and the buyer.

By using the process above and starting with the points on which you have some common ground you move closer together and then the major differences don’t appear as big or as far apart.

You can see more free sales training on how to negotiate at Negotiation Techniques for sales people...

I'm Stephen Craine from the website

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