Despise Negotiating? Here are 4 Ways to Up Your Game
The ability to negotiate doesn’t come easily to most people. This can pose a problem for a lot of salespeople who feel hatred or even fear for the process. Your clients aren’t always going to agree on the deals you set before them. So, what then? Business Insider’s Sara Lindberg offers some advice for those who feel their negotiation game could use a little work.
Assume that every client you meet with will want to negotiate with you. Based on your research on or history with them, what questions do you think they’ll likely ask? It’s important to be prepared with the answers such as how low you’re willing to go on prices and for what reasons. That way, you won’t be stumbling around for an answer and you’ll appear more confident.
Optimism in the negotiation process is just as important as confidence. Don’t go into a sales meeting feeling as if you’re going to get pushed around and settle for a price lower than what you wanted. If you do that, you’ll likely bring that result upon yourself. Remember, negotiating is a conversation. It’s civil and has the potential to go any direction, especially yours, if you go in prepared and with the right mindset.
Say outright what you want, regardless of whether or not it’s what your client wants as well. Again, negotiating is a conversation that will hopefully lead to a middle ground that both parties are content with. If you don’t state what you want directly, how are you going to get anything close to what you initially had in mind?
Be Mindful of Wording and Body Language
Channel preparedness and confidence through your actions. First off, if you sit in a small, defensive position with your eyes downcast and your shoulders slumped, you’re going to seem like someone your client can easily get their way with during the deal at hand. It’s the same with word choice. Avoid filler words such as “like” and “um” that give off an air of uncertainty and use definitive statements when voicing your position. Lindberg also reminds readers to never accept the first offer. It will only lead to uncertainty on both sides about whether or not the best deal is being achieved.