Five steps to successful sales negotiations
Make Each Sales Negotiation
Successful.
While there are a number of approaches used by salespeople, successful
negotiators know the power of a collaborative approach, with gains for everyone.
They know they need to see things from the other person’s perspective, to work
jointly with the client to create agreements that truly satisfy the critical
interests of everyone involved.
Five Steps to Successful Sales
Negotiations.
1. Do Your Homework.
Successful sales negotiators have a learning mindset -- they are continually
curious and open to new insight. They continually strive to understand the
client company and the people involved in approving the deal. Successful
negotiators know the pertinent facts and relevant data. They have a good sense
of the customers business, and what they need to fix, accomplish and avoid.
2. Never Forget The Needs.
Good sales negotiators focus on their own and their client’s interests, as well
as diligently maintaining relevant standards and benchmarks. They are especially
attuned to the common ground issues among the parties and to the needs that
could potentially derail the negotiation. These negotiators never lose sight of
the organizational and individual needs of their customer.
3. Know When To Walk.
Effective negotiators are prepared to walk away from a negotiation if necessary.
They realize they do not have to be held hostage by the other side. In order to
be prepared, they spend time understanding and developing the point at which
they’d walk away.
4. Brainstorm Solutions
Continually.
Negotiators constantly come up with ideas that satisfy all parties because they
provide high value to them. This perspective is very much about creative problem
solving rather than an “us vs. them” mindset.
5. Leverage a Collaborative
Approach.
Rather than trying to force an agreement on the customer, successful negotiators
work jointly with their accounts to look at the constructs of wise agreements.
Too many agreements fall apart due to ambiguity or confusion in the written
agreement. Excellent negotiations ensure that the contract reflects what was
actually agreed upon, which helps rather than hinders implementation.
Meet the Goal and Negotiate
Success.
The goal is to be perceived as a trusted advisor who continues to create real
value for your client. Therefore, as salespeople, it’s important to recognize
that simply signing an agreement is not the goal. The actual goal is to produce
results from the agreement that are critical to building long-lasting customer
relationships.
See an overview of Miller Heiman's Negotiate Success
program.
Contact Pam
Switzer for more information.
© 2006 Miller Heiman, Inc. All Rights
Reserved |
