Before we do a deep dive into the world of negotiation skills, let me first ask you a quick question; Do you remember when you were a kid and you wanted to stay over at a friend’s house? You may […]
Let’s take a look at this from both sides of the fence. If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going […]
Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best […]
Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise […]
The whole negotiation process takes just 5 stages. That’s it! If you can master the process then you’ll be able to create win-win outcomes with your clients. Negotiation is an art and a science. Many sales people are good at selling but […]
Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you […]
There are many times when a client tries to intimidate or get the better of salespeople. Whether it’s because they feel they have to in order to get a better deal, or their ego is associated with getting one over […]
No matter how good your discussions have been with a prospect, there will come a time when you simply have to talk about lowering your prices. Even though you’ve built up your value, it still seems the prospect wants to […]
Most salespeople dread the question that asks if you can match the price the competitor has offered. It immediately puts you on the back foot, as you probably wanted to concentrate on how your products would benefit the prospect and […]
A couple of years ago, I witnessed a great example of negotiating in action, and it taught me a strong lesson. I was on holiday in Turkey and looking around one of those colourful bazaars where everything known to man […]
You’re nearly there. The sale is drawing to a close and you’ve been negotiating back and forth. You can see the light at the end of the tunnel and finally the relief comes over you as they say “Right, let’s […]
Effective negotiating can entail a plethora of ideas, actions and techniques, primarily because the scope of negotiating can change dramatically from industry to industry. However, here is a foundational platform, or a framework you can use to help in almost […]
Once in a while, (and it really should be just once in a while,) there comes the time when you absolutely have to lower your price to close the sale. While this may seem like a simple and easy operation, […]
Often, people will prepare their positions effectively before going into a negotiation, but find that they haven’t determined adequately enough what the other party’s perspective will be, and so create problems for themselves in the process. Here are some strong negotiating […]
Tips For Negotiating I get asked a lot for my top tips for negotiating and it all depends on what you are negotiating for. Sometimes a negotiation can be based on the price that your client wants to pay and […]
