We negotiate every day at every point in our lives; with our family members, with our friends, our pets, our bosses & as sales folks… certainly with our customers. It’s a skill we just can’t live without. Some people are good at it, some struggle…
Here are my 8 points to consider, if you wish to get better at negotiations:
1. Start at the Right Time
The golden rule of negotiation is “Don’t start it yourself”. But it’s unavoidable if you’re into selling a service or software. Negotiations will pop-up at some point of time.
Starting the negotiations talking about pricing or contracts isn’t always wise. Very early in the conversation, set the tone…. If you want to get some, give some. That they will get exactly what they pay for; nothing more or less.
Timing the negotiations is key. Start it early or too late, your chances of closing the deal get slim. Do the homework on the prospect, gather as much info on him as you can, & just go with the flow. The moment your prospect seems ready, break the ice.