It’s said that from failure comes experience. However, when it comes to sales negotiations, you want there to be as few failures as possible. That being said, how are you supposed to get the amount of practice you need and still close the majority of your sales?
If you can figure out which negotiating style you should use based on how your sales process has progressed, you can then identify how best to proceed from there. Here are three of the more difficult of the five styles.
Few sales are won without negotiation. Sometimes, it’s an easy collaboration between seller and buyer that benefits both parties. Other times, buyers play hard ball, using tough tactics that can throw off a seller.
Gerhard Gschwandtner is founder and publisher of Selling Power magazine — the leading periodical for sales managers and sales VPs since 1981. He owns the Sales 3.0 conference, and has authored 17 sales management books and is the creator of the Peak Performance Mindset training program. IN episode 54, we discuss: how he got meetings with Malcom Forbes and Donald Trump; the #1 problem/mistake sales managers and leaders make; the top 2 things you need to be successful in sales and negotiations; and the 3 Levels of Sales Mindset you MUST have to reach your A‑Game.
In this episode of the Sell Smarter podcast we give advice for smarter negotiations. You can always get more great insights like these every day at SalesFuel.com and the SalesFuel mobile app!
What is your usual course of action when a prospective client asks you to bring your price down? Do you give up on the sale? Cave and give them a price below what you know your product or service is worth? If so, it’s time to step up for yourself and what you’re selling.
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.