The end of the year will be here before you know it. And the accounting will begin. You know what I’m talking about.
Your clients aren’t always going to agree on the deals you set before them. So, what then? Here are four ways to improve the way you negotiate.
The prospect might know you’re close to the end of the month, or the year, and starts insisting on a deal. What should you do?
Unless you have the most accommodating prospect in the world, you’ll need to negotiate to close your deal. If you’re not a natural negotiator, you can succeed if you know what to watch for.
Before entering into a negotiation, you likely have spent time covering all of the keys to its potential success. But, there may be one factor that you’ve overlooked.
The word objection in sales is totally misunderstood. To most salespeople an objection (price is too high, have a satisfactory supplier, we spent our whole budget, yada, yada) is a reason the prospect is not buying and it’s met with dismay and disappointment.
People are always asking me to conduct a class or write a book about negotiation. And my statement to them is: Why? Negotiation is 100% about price.
Reps who are thoroughly educated in their pricing structure will have a better understanding of why something is priced a certain way. This understanding will give them the confidence to stand by the cost.
I believe there are two ways to negotiate: manipulatively and collaboratively. You could call it “win‑win” versus “win‑lose.”