Negotiation skills:
Mr. & Mrs. Cannon are a sharp middle aged couple that are difficult negotiators to deal with. Dale their salesperson has lost several sales with them in the past and the problems always happen in negotiations. So when the time came to talk numbers, this time Dale asked for Billy’s help. Billy is the top negotiator in the company.
It didn’t take long for Billy to have the Cannons laughing and happy with their new purchase.
“I give up. What is the negotiation magic you use to close people like the Cannons?” Dale asked shaking his head in bewilderment.
Negotiation Skills Training 101Billy laughed, “It’s not that complicated I just give customers what they want. And we both know what that is, they want a good deal. They want to feel like they won in negotiations.”
“Yes but,” Dale quickly responded, “people like the Cannons what huge discounts and they also want you to throw in free stuff too. That is below our cost. It can’t be done.”
“It can be done if you set up the negotiations properly,” Billy calmly explained. “Everybody wants to win. How people like the Cannons win is when you give up stuff in the form of a discount or a free item. How do you let them feel like they won and you also win?”
“That’s the million dollar question,” Dale said with eager anticipation.
The Negotiation Skills Million Dollar Answer“The secret to 97% of negotiations is to put something in the deal that you can afford to give away,” Billy explained. “You do that by starting your numbers high enough so you have room to give up stuff. This is the way you both can win.”
“Does it work every time?” Dale asked a little skeptical.
“I don’t know of any negotiation tool that works every time, but remember closing a sale is a numbers game,” Billy responded. “It is a tool that has worked enough times to make my closing ratio the top in our region.”
Your negotiation action item:
Set up your negotiations in a way that you can afford to give up something to create a win-win for you and your customer. This may take some creative thinking for some industries but it can usually be done in simple ways.
Check out some of our other sales training tools: Sales Training for Busy Salespeople Who Want More Income
Do you want to increase you sales commissions in a no-nonsense real way? Now get free sales training online to boost your commissions fast.
Return to Phoenix-best-sales-jobs.com home page from negotiation skills
|
