Philosophies

Negotiating for Success

Business may be simple, but you can’t say it’s easy.  You typically achieve the difference between average and great in the last 10% of the sales process, which is quite often the time when people give up. The ability to negotiate effectively when you don’t initially get your way contributes significantly to your success and is infinitely more rewarding than giving up easily in the long term. There are 17 simple ways to help you become a master negotiator and ensure people come around to your way of thinking more often:
  • Arguments end with losers.

  • Nobody wants to be a loser. The problem with arguing in a sales environment is that if you’re the winner, your prospect is the loser. Avoid disputes at all costs.

  • Show respect for the other person’s opinions.

  • You don’t have to agree with them, but they are entitled to their opinion. Understand their reasons for their point of view and look to understand.

  • Admit when you are wrong.

  • Admitting that you don’t know or that you were wrong adds weight to anything you do know.

  • Encourage the easy “yes.”

  • Asking several simple questions that lead to “yes” answers will bring prospects around to your point of view, and they will find it easier to continue saying “yes.”

  • Talk less.

  • The biggest reason for misunderstandings or failures to communicate effectively is not listening. Rearrange the letters of the word “listen” and it spells “silent.”

  • Let the other person believe that your conclusion was their idea all along.

  • Introduce your ideas as questions rather than statements. Your prospect will adopt and accept your point of view.

  • See things from the other person’s perspective.

  • It is vital to show empathy when negotiating. Put yourself in their shoes. It will help you understand why they think the way they do, and this angle will add substance to your case.

  • Dramatize your ideas.

  • Whether you’re selling a product, service, or idea, enthusiasm will help to convince your audience. If you become more charismatic when presenting your viewpoint, you will make it far easier for others to agree with your line of thinking.

  • Throw down a challenge. Always finish your negotiations with a challenge or ultimatum. For example: “This can be done today. Are you able to confirm the order now?”

Expert negotiation comes with practice. You must believe in yourself and refuse to give up too easily. Typically it is a mix of skill and confidence that wins a negotiation, and coaching can help with both of these aspects.