Category Archives: Negotiation

Sales Negotiation Skills

As more customers are trained in negotiation, we need special skills to protect and increase profits while building relationships. Negotiation increasingly involves teams and may need more than one meeting to reach agreement. Such issues require even greater skills. Overview As competition increases, the frequencies of negotiations increase. In most industry sectors negotiation is an… Read More »

Guidelines For Effective Negotiation

Only negotiate when you have to: Distinguish between selling and negotiating Don’t use negotiation as a substitute for effective selling – that’s costly! Don’t use negotiation to resolve ‘risk issues’ Negotiate when you can’t outweigh or influence a situation in any other way. Only negotiate when both parties are both able and willing to move… Read More »

The Four Stages Of Negotiating

Preparation Gather all the relevant facts from as many sources as possible to have the widest view of the situation. Having done so you will be able to assess your bargaining power and that of the other party and as a result, the scope for either party to apply leverage. You need to be clear… Read More »

Dealing With Objections

Whatever your product, there will come a time when your prospect raises an objection – a reason for not accepting what you offer.  Customers use objections to play games with salespeople. They also use them as a way of expressing in a deal: “I don’t think we can use this…” can often mean “Tell me… Read More »

10 Ways To Answer Objections

Even when you have made the best sales case possible for your product or service, customers sometimes raise an objection: – a reason for not accepting what you offer. Don’t be disappointed.  If the customer is interested enough in what you say to raise an objection then the customer is interested enough to buy from… Read More »

How Are Your Negotiation Skills?

As we write this newsletter a hung parliament looks to be the most likely outcome of the UK General Election. For a country unused to coalition government there will likely be a lot of negotiation going on in the background to ensure favoured policies get on to the agenda. Meanwhile out in the workplace negotiation… Read More »