Negotiating is part of selling. In today’s buying climate negotiating is almost expected. The internet is the information highway for consumers to gain the knowledge they need to make informed decisions. If it’s written, on video or on audio it is only a click away. Consumers begin their research on your product or service long before they contact you. The objections “I want to think about it” and “I want to Shop around” are smoke screens to “I want the best products and service at the best price”
There are a fair share of salespeople who are really good at building instant rapport and there are salespeople who are really good at presenting and there are salespeople who are really good at closing. Not all salespeople are good at all the steps. It takes a really skilled salesperson to master every step.
Negotiating starts when there is a commitment to own your product or service. If there is no commitment to own your product or service and you start to negotiate the best price, the customer will take your quote and shop your best price with your competition in order to get their best price. Never commit to a best price until there is commitment to own.
OK let’s assume there is commitment to own, now what?
To be efficient at negotiating here are three principles to follow-
- Seek first to understand, then to be understood.
- Think Win/Win
- Negotiate for referrals.
To be effective at negotiating here are five rules to negotiating-
- Avoid negotiating all together through your Compelling Presentation.
- Let the customer play their hand first. “What were you thinking”
- Don’t be apologetic (what if, could you, would you…).
- Commit the customer (if you can provide me with the names of three people who can benefit from my product/service, then I will be able to take off $$$$.)
- Stay neutral. (I can not go any lower than this and the person you need to talk to is my manager and he is away on business.)
Relax and have fun when negotiating it’s easier than you think.