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Do you have an ace up your sleeve! How to become an expert in negotiations

September 27, 2020

To be successful in sales, you need to see the prospect as a partner, not an opponent.

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Do you have an ace up your sleeve! How to become an expert in negotiations
Do you have an ace up your sleeve! How to become an expert in negotiations

Prepare for one negotiationIf there is too much to risk it can lead to anxiety and negative thoughts. These types of attitudes can indicate that the negotiation is failing even before the seller begins preparation. If you are clear with the results you want, you can negotiate successfully and make the sale:

1. Eliminate anxiety. The brain loves options. A salesperson should always have more than one option up his sleeve. This will help you feel more confident and less anxious as you close the deal. If you don’t look desperate, the sure thing to win is by getting the negotiation so far that the prospect convinces the seller to do business together.

2. Get a “yes”. Never assume that a prospect will say yes to everything. Sometimes the prospect offers to take a simpler order before deciding on a larger or more lucrative one. For the seller, stepping in the door can be the beginning of a longer relationship.

A smaller profit can help prove the value of the services sold. They give the seller some evidence of previous successful work that they can use in negotiating larger projects.

3. Make the most of your listening skills. Sellers have two ears and one mouth for a reason. People like to be heard. Taking the time to pay attention can help you stand out from the competition. When they come to a store, the sales rep should listen twice as much to what they’re saying and repeat to the consumer what the customer said and asked for in the store.

4. Take a partnership approach. In a negotiation, the seller must see the prospect as a partner rather than an opponent. Psychologically, every person belongs to the same team, which gives more power to negotiations.

Change the whole mindset and create a space for communication based more on agreement than on desperate acts to get things. If the prospect is unwilling to settle down, the sales professional may surprise them by removing the listing. Most likely, the customer will reconsider their position and renegotiate. The lack of fear of rejection is respectable and imperative.

5. Put yourself in the other person’s shoes. If the seller does this, he can see the situation from a different perspective and achieve a psychologically positive negotiating environment.

You will have more clarity about the potential consumer’s needs, strengths and weaknesses and it will be easier to reach an agreement. Taking into account the prospect’s opinion will make them feel more connected and trust you.

6. Set the people first, then the numbers. When a salesperson intimidates people into closing a deal, the customer can become defensive, which blocks a good negotiation. Being on the defensive means they are less open to new information.

A salesperson should avoid criticizing a prospect’s needs, requirements, motives, and behaviors. You need to listen and be smart, rational and calm. Strategically, you need to take the focus off the offer and create a place of justice by conveying discussions of the numbers in a way that benefits both parties.

7. Imitate the emotional environment. Negotiation always involves manipulation. A useful strategy is to fake indifference once the deal has peaked. When one prospect finds that the seller is desperate or in need, the second becomes prey to be exploited. If the sales professional can reduce urgency in closing a sale and reflect indifference, he is a calm person to the customer and reaches an agreement.

Negotiating is a purely psychological strategy, a sales professional needs to be the master of his mind and emotions. You need to enter the negotiation prepared and understand the prospect’s needs by researching, listening, and paying attention.

When a sales professional enters a negotiation well prepared, they can keep their expectations in check. The most effective working relationships that can then develop into strong partnerships are always based on Trust between both parties. In this way, the negotiations are not about winning, but about conveying the result for everyone involved.

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