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 to…
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…
There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of…
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…
When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. Now, I realise that,…
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…
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 to…
I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. One person in the group raised an interesting issue about one of his…
