Improving your negotiation skills by utilizing the 4 basic negotiation steps could affect your overall commissions, sales, and bonus targets. All sales personnel are required to negotiate or talk to their clients in terms of the prices of their projects or products, delivery charges, scope of the contract, or even ironing big complicated agreements. This does not really have to be full of pain.
So, what are the things that you should take note if you want to be successful?
1. Training – if you train your negotiation skills, you will have more chance to get the outcomes that you want. But, do you exactly know to whom you will be negotiating with? Your client might not be the one whom you will be talking to.
Are you ready to provide answers to all the questions that your clients would ask you. What are the main objectives for your negotiation? What are the things that you can give and what are the things that you could not give? Are done in brainstorming about their goal? What are the things that your clients can give you? Did you think of alternative plans?
Preparation plays a very important role in every negotiation. You should have a goal in mind. Know your plans very well. Know how your client thinks. Identify your agendum and pay attention into it.
Avoid mixing the deal with your relationship. Do not let yourself fall into this trap. You must be able to professionally separate the deal and your relationship with the client. Determine and agree upon the focus of the deal and obtain an agreement on it first. You have to respect the interest of the other party. Don’t just accept anything that would favor yourself.
Controlling – what are the things that you could control in the negotiation?
You can always regulate your focus, attitude, and readiness.
To be prepared, you have to allot some of your time to prepare before you will negotiate. In line with the attitude, you have to be respectful, professional, positive thinker, and have self-confidence. To focus, you should be able to negotiate the finest deal possible because a salespersons should be focused on his or her main goals and results. These people are showing focus on their agenda. You should be able to determine what your clients are trying to interpret by using both their verbal and non-verbal communication skills. This technique can help you become flexible. The finest salespersons will remain focus on their objectives in order for them to get their most desired results.
Lessons – after the negotiation, you must be able to learn from your mistakes, advantages, etc. You should not forget on tapping yourself of a job well done. You have to avoid thinking about your shortcomings.