Don’t Get Personal
Posted: Sun Jan 26, 2025 9:38 am
When to Walk Away
Know when to walk away and be confident in doing so. To execute this requires the walk away point being shared in advance with others to ensure accountability is in place if and when this tactic has to be used.
Don’t Negotiate On Price
Know at least 5 things the other person wants that you can offer. Again, this is why it is so important to sell first and negotiate second. By doing so, it will be possible to know in advance of the negotiation phase what can be offered. Know at least 5 things you can say that will discount what the other person is offering (price not included). Never negotiate on price. Negotiate using other items, such as technical performance, operational efficiencies, etc. that will provide the leverage needed to avoid a price-oriented discussion.
Always treat the other person with respect and dignity. Negotiate over latvia telegram data things and services, not personal matters. Never allow the negotiation to become personal in nature. This even applies to those situations where a close personal relationship may exist. A quick rule to keep in mind: If the relationship is so good, then why is anything being negotiated anyway? If a negotiation does become personal in nature, do not hesitate to step away and arrange a follow-up time to resume negotiating.
Be Clear Up Front
Never enter a negotiating process until both sides are clear on what is being negotiated. At the start of a negotiation session, it is appropriate to state exactly what is up for discussion. By doing this up front, it’s possible to avoid a waste of time and, more importantly, inadvertently negotiate things that don’t need to be discussed.
The Sell/Buy Approach
Use the sell/buy approach first. Only move to a negotiating phase if you are unsuccessful closing the sale first. Minimally, no negotiating should begin until the customer has rejected the close at least twice and the customer has provided you with at least one buying signal.
Don’t Offer Up Options
Never offer up options until after you’re deadlocked on price and the customer has provided you with additional information. This includes providing you with a buying signal and credible benefits as to what the customer is looking for.
Know when to walk away and be confident in doing so. To execute this requires the walk away point being shared in advance with others to ensure accountability is in place if and when this tactic has to be used.
Don’t Negotiate On Price
Know at least 5 things the other person wants that you can offer. Again, this is why it is so important to sell first and negotiate second. By doing so, it will be possible to know in advance of the negotiation phase what can be offered. Know at least 5 things you can say that will discount what the other person is offering (price not included). Never negotiate on price. Negotiate using other items, such as technical performance, operational efficiencies, etc. that will provide the leverage needed to avoid a price-oriented discussion.
Always treat the other person with respect and dignity. Negotiate over latvia telegram data things and services, not personal matters. Never allow the negotiation to become personal in nature. This even applies to those situations where a close personal relationship may exist. A quick rule to keep in mind: If the relationship is so good, then why is anything being negotiated anyway? If a negotiation does become personal in nature, do not hesitate to step away and arrange a follow-up time to resume negotiating.
Be Clear Up Front
Never enter a negotiating process until both sides are clear on what is being negotiated. At the start of a negotiation session, it is appropriate to state exactly what is up for discussion. By doing this up front, it’s possible to avoid a waste of time and, more importantly, inadvertently negotiate things that don’t need to be discussed.
The Sell/Buy Approach
Use the sell/buy approach first. Only move to a negotiating phase if you are unsuccessful closing the sale first. Minimally, no negotiating should begin until the customer has rejected the close at least twice and the customer has provided you with at least one buying signal.
Don’t Offer Up Options
Never offer up options until after you’re deadlocked on price and the customer has provided you with additional information. This includes providing you with a buying signal and credible benefits as to what the customer is looking for.