Business is simple, but not easy. The difference between average and great is typically achieved in the last 10% of the process, which is quite often the time when most people give up. The ability to negotiate effectively when you do not get your own way contributes significantly to your success and is infinitely more rewarding. There are 9 simple steps to help you become a master negotiator and ensure people come round to your way of thinking more often.
- Arguments end with losers.
- Nobody wants to be a loser, and the problem with arguing in a sales environment is that if you are the winner then 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.
- By admitting that you don’t know or that you are wrong adds weight to anything you do know.
- Encourage the easy “yes”.
- Asking multiple 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 a misunderstanding or failure to communicate effectively is not listening. Please rearrange the letters of the word “listen” and it spells “silent”.
- Let the other person believe that it is their idea.
- 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.
- Dramatise your ideas.
- Whether selling a product, service or an 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 not give up too easily and believe in yourself. Typically it is mix of skill and confidence that wins a negotiation, and coaching can help with both of these aspects.