Improving your negotiation skills by utilizing the 4 basic negotiation steps could affect your overall commissions, sales, and bonus targets. The job of every salesperson is to be able to negotiate to his or her clients in regards to the pricing, delivery charges, scope of the contract, or even flatting out the very complicated agreement forms. This should not be painful.
So, what are the most vital negotiation steps that could take you in getting the success that you deserve?
1. Preparation – planning out your negotiation could surely turn the overall conversion into success. But, do you exactly know to whom you will be negotiating with? Your client might not be the one whom you will be talking to.
Are you ready to provide answers to all the questions that your clients would ask you. What is the goal of your negotiation? What are the things that you can offer and not offer? Are done in brainstorming about their goal? What are the things that you think that your clients can offer you? Do you have some alternative plans?
In every negotiation, being prepared means that you have a leverage. Fix your goals in mind. Determine what your plans are. Know the person whom you are talking with. Obtain an agenda and focus on it.
Don’t mix the deals with the relationship. Do not be a victim of this trap. You must be able to professionally separate the deal and your relationship with the client. You have to agree on the deal’s main focus and acquire an agreement on it first. You should respect what the other party likes. Do not accept things that will just put more favor to you.
Controlling – what are the things that you could control in the negotiation?
You can always regulate your focus, attitude, and readiness.
For you to be ready, you should take your time in preparing for the negotiation. In regards to your attitude, it is important that you maintain your professionalism, positive thinking, good amount of confidence, and being respectful at all times. In terms of being focus, all of the finest salespersons should stay focused on their main objectives so that they would get what they really want. You should highlight your agenda. You have to know on how to understand your client’s gestures and verbal communication. This type of ‘hearing’ would grant you with more flexibility. The best salespersons would always stay on his or her focus whenever the negotiate with their clients.
Lessons that you learn – make sure that you will get all the lessons after each and every negotiation – take note of the things that worked, did not work, etc. Do not deprive of congratulating yourself about the things that you have successfully done. Do not allow yourself to indulge in your mistakes.