Negotiation is not the Destination
You've heard about negotiation before, perhaps you agree that it's needed. But how will a negotiation process that's specific to sales enhance your strategy and help you win deals? Negotiation is not a destination that you reach at the end of a sale, nor is negotiation about one party winning and the other losing. If you disagree with that statement, you're missing a tremendous opportunity to integrate negotiation into your sales process - adding a strategy which will increase your sales results.
Interests, options and deal-breakers
In general the goal is to satisfy clients and provide them with services they consider valuable. When you negotiate from the very beginning of the sales process, you uncover the buying organization's interests and can therefore generate more creative options. You learn the criteria on which their interests are based, and you discover deal-breakers. You explore how both parties can win. Perhaps even more importantly, you discover if both parties can win; after all, it's far better to lose quickly and exit the situation, thereby wasting fewer resources, than to lose slowly.
Achieving the end goal
Additionally, since the end goal is repeating customers, there's no advantage in creating a situation where you win and your client loses. If your negotiation leaves a bad taste in your customer's mouth, it's less likely that they'll come back to you for more products or services. Conversely, by negotiating in a way that allows both parties to win, you set up an environment that is conducive to a long-term relationship.
Read the full tip, and find out how to get to your destination.
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