Hold On to the Essence of Negotiating
Mastering transparent negotiation requires the sales professional to own a clear understanding of the client, things and themselves at all times.
Sadly not all of your customers will come back from a grip of integrity or from a need to find a mutually beneficial resolution in the negotiation.
They seem to be in the game just to save money and that they will be ruthless in the pursuit even if they need to resort to manipulation by using underhanded ploys and tactics.
Avoid losing the essence of the negotiation process; be aware of the negotiation ploys, tricks and tactics that some of your customers might be using.
Good cop/Bad Cop: Don't fall into the lure of working with the Good Cop and not the Bad Cop; confidently ask open-ended questions to the get the negotiation under control.
Higher Authority: Remove the opportunity for this ploy to be used.
Check you've got started your negotiation with the senior call maker.
Ask, "Who additionally to yourself is involved in making the final decision?" Last and Final Offer: Is it value they are trying for or the most effective overall solution? Focus back on what sets you aside from the rest.
Ask "Alternative than the price happening what else can influence your shopping for decision?" Nibbles: Don't build any concessions, if you concede as you're concerning to run out the door your credibility is damaged.
If you nibble back the negotiation is back to square one.
Crunch: Test for commitment.
Don't offer up something till you have their commitment.
Don't offer too much away, you'll loose the deal.
Humble and Helpless: Don't be fooled - they're simply enjoying on your sympathy.
You'll never be on equal terms in the relationship if you fall for this one.
Straw Man: Avoid making concessions or inventing a few freebies to give away.
Realize out what their goals and objectives are and why - it will allow you to work out through any false or "straw" issues.
Cherry-picking: They could take bits and items from your proposal and tell you your competitor has worth -adds to form your proposal look inferior.
Ask them who offered this remarkable deal.
Specify the terms at the beginning - this proposal is based on acceptance of the whole offer.
Telephone Deals: When asked for your best price during a hurried telephone call give yourself a buffer - "Before I will do that, let me ask you a number of questions so I will see what your wants are, then once I quote you, it can be more applicable for you.
The true essence of sales negotiation is knowing that selling is regarding an exchange of price between people and organizations.
Hold on to the essence of transparent negotiations, add worth and place integrity into your negotiations.
Be positive, be proud and be principled in all that you are doing and there will be no limit to your success.
Sadly not all of your customers will come back from a grip of integrity or from a need to find a mutually beneficial resolution in the negotiation.
They seem to be in the game just to save money and that they will be ruthless in the pursuit even if they need to resort to manipulation by using underhanded ploys and tactics.
Avoid losing the essence of the negotiation process; be aware of the negotiation ploys, tricks and tactics that some of your customers might be using.
Good cop/Bad Cop: Don't fall into the lure of working with the Good Cop and not the Bad Cop; confidently ask open-ended questions to the get the negotiation under control.
Higher Authority: Remove the opportunity for this ploy to be used.
Check you've got started your negotiation with the senior call maker.
Ask, "Who additionally to yourself is involved in making the final decision?" Last and Final Offer: Is it value they are trying for or the most effective overall solution? Focus back on what sets you aside from the rest.
Ask "Alternative than the price happening what else can influence your shopping for decision?" Nibbles: Don't build any concessions, if you concede as you're concerning to run out the door your credibility is damaged.
If you nibble back the negotiation is back to square one.
Crunch: Test for commitment.
Don't offer up something till you have their commitment.
Don't offer too much away, you'll loose the deal.
Humble and Helpless: Don't be fooled - they're simply enjoying on your sympathy.
You'll never be on equal terms in the relationship if you fall for this one.
Straw Man: Avoid making concessions or inventing a few freebies to give away.
Realize out what their goals and objectives are and why - it will allow you to work out through any false or "straw" issues.
Cherry-picking: They could take bits and items from your proposal and tell you your competitor has worth -adds to form your proposal look inferior.
Ask them who offered this remarkable deal.
Specify the terms at the beginning - this proposal is based on acceptance of the whole offer.
Telephone Deals: When asked for your best price during a hurried telephone call give yourself a buffer - "Before I will do that, let me ask you a number of questions so I will see what your wants are, then once I quote you, it can be more applicable for you.
The true essence of sales negotiation is knowing that selling is regarding an exchange of price between people and organizations.
Hold on to the essence of transparent negotiations, add worth and place integrity into your negotiations.
Be positive, be proud and be principled in all that you are doing and there will be no limit to your success.
