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The topic of negotiation scares most people. But by viewing a negotiation as a friendly conversation seeking to find a happy ending for all parties, it becomes doable. Successful salespeople actually begin the negotiation phase at the first stage of contact. Using a similar communication style for job interviews will work to your benefit.
Friendly negotiation with the intent to find the best solution for all parties usually results in acquiring the sale along with a loyal clientele.
Initial Contact
It is a rarity upon asking someone for an appointment, whether it be a cold call or a referral, that the person will be up for a discussion the moment you ask. People are busy. The general replies are either“I don’t have the time” or “I’m not interested”.
Your best option is to agree that time is short or that interest is limited. Agreement, in this instance, usually becomes an interesting experience. People are so surprised that you agree, they let their guard down to take another 30 seconds to listen to what you have to say next.
The best response is to suggest that “down the road” (best in your vocabulary) will be a better time to meet. A nod of agreement can almost be heard. Ask when the preferred time would be for you to check back in. When you do, most often an appointment will be granted.
Higher View
Relax and enjoy the conversation. Get the long term view of what the person is trying to accomplish and how they expect to achieve it. It may be so complex, you realize you can’t help as initially thought. But that’s okay. Determine if there is a secondary route you might take as a backup vendor. If there is, suggest it. Again most people are surprised by the “backup” offer and will ask for more insight on the matter.
The reason this is the case is due to the honesty involved. Your personal brand demonstrates integrity and that’s what clients usually care about most.
The Relaxed Team Approach
Even if you have a sales manager on your back urging you to make the sale, do not rush the process. Take your time. Ask to meet the team or those reporting to the person with whom you are holding the meeting. Get everyone’s input on what they believe will be a winning outcome.
The team approach seen as working to the benefit of everyone involved, will result in getting the team to cheer you on. The relationships are built on a strong foundation. This builds tremendous value in the overall service you provide. And the value built eliminates the need to discount the pricing.
Asking for the Sale
Most sales are not given as an award. It’s up to the salesperson to ask for it. But the “ask” is the final key to the negotiation. Elements to include are:
When you move the sales process forward from your prospective client’s negotiated viewpoint, your sales success rate will increase dramatically. You will be positioned to enjoy the Smooth Sale!