Negotiation is one of the most important skills to have in your skill portfolio – in the time of crisis, to make successful decisions, to reach conclusions and most crucially to close deals. Practicing negotiation skills develop critical thinking and communication skills as well. Just like any other skills, it can be learned and developed through practice.
Here are 9 tips that will help be a better negotiator at sales.
Ask Questions – To be a good negotiator, you need information. One of the most important things that a good negotiator does is to ask questions to seek information. The more information you have better will be your position at negotiating.
Use Labelling Behaviour – Behaviour labeling is a way of managing talk in negotiation by saying what you are going to do before you do it. When you say what you are about to do and then do it, this shows that you are a reliable person and hence it increases trust.
For example, First, I will talk about the feature, and then we consider about pricing. Does this make sense?
Do Not Use Label Disagreement – But, you have to be very careful on using disagreement behavior labels. This will make the buyer defensive and rather than agreeing with you, will start to argue.
For example, I don’t agree with you.
Maintain Clarity by Testing, Understanding, and Summarizing – A good salesperson will always clarify and summarize the conversation with the customer. Try to make sure that you summarize and ask the customer to be on the same page. It is very likely that customer might not have understood certain things.
Give Feelings – Sales are closed because of the person, not the product. Yes, indeed you do need a good product but you need to have emotional appeal. You need to make that emotional connection with the buyer.
Avoid The Use of Irritators – As a salesperson, you are there to sell a product and solve value. You are not there to boast about your skills and be egotistical. These things are called irritators and rightly named so because they will turn off your buyers.
Do Not Dilute Your Arguments – You have to present only a few strong arguments. If you go all over the place, the buyer will attack weaker arguments.
Avoid Personalizing The Discussion – You have to have an emotional connection with the buyer but, that doesn’t give you right to become too personal. You should always avoid phrases like, “You can use our competitor’s product”.
Avoid Counter-Proposing – You have to be very careful to propose a counter offer to buyer’s proposal. The buyers are turned off if their proposals are instantly rejected. You have to think and answer. Use the tips provided to help you close that deal.