12 strategies for professional negotiation in sales
Sales negotiations can be a source of fear for sellers. But if you are proficient in professional negotiation strategies, you will undoubtedly win. Next, get to know the main sales negotiation strategies. To learn the techniques and principles of professional negotiation, it is recommended to participate in the course of principles and techniques of negotiation.
This kind of thinking (fear) can mean that the negotiation is lost before the seller even begins to prepare for it. The first battle that the salesperson is going to win is the battle against his own defensive and negative thoughts. By clarifying the desired outcomes, he has the best chance of success in negotiating and making the sale.
How can you get what you want while the other side feels like a winner?
Based on these topics, there are 12 ways you can quickly become a powerful negotiator.
1. Get rid of anxiety:
The brain loves to choose. A salesperson should always have more than one important method in his sales plan. This leads to an increase in his self-confidence and makes him feel less anxious.
Therefore, the seller does not feel desperate and can more confidently lead the negotiations to the point where the potential customer enters the business.
2. Please use the advantages of listening:
Salespeople should use two ears and one mouth for one purpose. People like to be listened to. Taking the time to listen can set you apart from your tough competition.
Even sharks relax in calm waters, so when negotiating, a salesperson should listen twice as much as he talks and repeat what the customer says and asks for an agreement.
When a sales professional has self-control while listening, he learns to speak the customer’s language, enabling him to use that language to gain an edge over the competition.
3. Consider customers as your partners:
In a negotiation, the salesperson needs to view the prospect as a partner rather than a business partner. Psychologically, having both parties on the same team brings more confidence to professional negotiations.
This method changes the whole mentality of the seller, and a more agreement-based communication atmosphere is created, and the thought of desperation and helplessness is removed from the seller and his actions.
If the prospect is unwilling to agree, according to the professional sales plan, the salesperson can shock the customer by removing his offer. What often happens is that the prospect looks at the situation again and approaches the negotiation with a higher level of respect for the seller’s offer.
4. Think big:
When the salesperson tries to put himself in the customer’s shoes and see the big picture, a positive psychological environment for professional negotiation is achieved. He gains clarity about the potential client’s demands, strengths, and weaknesses, and it’s easier to move through negotiations.
If a salesperson establishes his way of negotiating in business and does not change it, the customer will feel defensive, which hinders an effective and professional negotiation. Defensiveness means unwillingness to get new information from the seller. A salesperson should avoid criticism and respect the customer’s needs, requests, motivations or behavior.
He should listen and be intelligent, logical and calm. Strategically, the sales profession must maintain focus on the proposition and create a neutral arena in mediating discussions.
5. Use the emotional environment surrounding the sale:
The negotiation method can always be manipulated. A useful strategy is to show indifference when the negotiation has reached its climax. If a potential customer feels disappointed or defeated, the salesperson should use it as bait.
If the seller can control his sense of urgency to close a deal and reflects his indifference with apparent calmness or asking for a delay in negotiations, he creates psychological tension on the other side. This can lead to an agreement.
Negotiation is simply a psychological strategy. In terms of psychology, the seller must be the master of his mind and emotions. He must prepare the negotiation and understand the needs of the potential client through research, listening, spending time and attention.
6. Know exactly what you want:
Specifying what you want before you enter the negotiation gives you the ability to visualize the outcome and keep the client from leaving the table during sales negotiations. Consider the exact amount, terms, etc. before meeting the other party.
Once you have determined the purpose of the meeting, wait a little longer and allow the noise in the room to die down for your boss or client and reach the desired price.
7. Understand the position of the other party:
What are their requirements and limitations? Spend time researching the company or person you met with and consider their level of needs, the results of previous negotiations, and what they think is good. Remember that price is not always the most important factor, contrary to what the client or boss might think.
Professional salespeople understand the customer’s feelings early, draw their attention to them and evaluate the financial and emotional cost of it out loud in the future.
8. Have authority:
Remember that in professional negotiations, no one trusts someone who does not know what they are selling.
To gain more respect in the sales industry, you need to know your product well and consider all aspects of it. The more information you have, the more trustworthy you will appear to the customer.
In addition to learning about the product, a high-performing salesperson should also make an effort to update their selling skills.
Whether it’s providing excellent customer service, improving verbal communication, or developing interpersonal skills, one must continue to learn more skills and improve techniques to become a trusted salesperson.
Society, technology and industries evolve every minute and you must always keep pace with these changes.
9. Improve your research skills:
Research is one of the most important skills that salespeople must acquire in order to conduct professional negotiation. Without research, you will hardly be able to go through the entire sales cycle faster and more effectively.
Research allows you to work with relevant and accurate information about your customer, so by knowing the information you need, act as someone who wants to help the customer enter into negotiations, not as someone who wants to sell them something.
10. Have flexibility and strength:
Coburn, an expert in sales negotiations, explains: “Sales has the highest attrition rate of all other professions, which is why managers need to hire new employees who demonstrate flexibility, stability, and strength.”
“The upside for the seller is that they have to deal with a lot of rejection from the client and if they don’t get follow-up calls and don’t get feedback after spending a lot of energy and time on the offer or negotiating with them,” he says. It will come to pass.”
“When you’re hiring sales managers and leaders, you need to be able to hire people who can hold their own and stay consistent,” he added.
Salespeople who don’t give up even after a few customer protests are the ones who will become great sales leaders in the future.
He added: “The right attitude goes a long way in sales, and if you are hardworking and flexible, you will be better at your job.”
Recommended to Read: 9 Common Mistakes in Professional Negotiation Principles
11. Use words they like to hear:
Not all words are the same. Persuasive words that encourage customers to buy more and have a very positive effect on sales negotiations are personal words such as: free, new and immediate. When customers hear these words (along with the promises made to them), they will enjoy their purchase the most.
12. Customers enjoy negotiations that get to know the other party’s business:
It may sound silly to tell your employees and salespeople to spend more time with customers, but smart entrepreneurs know it’s not. Many behavioral psychology studies have shown that every customer has a more positive negotiation experience when they feel that they have not been ignored, however, it is not necessary to spend time on the customer for no reason. Find out the customer’s key.
Finally, remember that professional negotiation, when done right, creates strong win-win situations for both parties.
You can’t get ahead in your career or be a successful business owner if you avoid asking for exactly what you want to say or going into negotiations without a clear plan.