Level The Playing Field In Sales Negotiations

Customers perceive sales negotiations as emotionally stressful experiences

. Analysis tells us that most of the customers are not pleased with the treatment they receive from sales professionals and don't enjoy the thought of sales negotiation or the particular experience as they believe it's not a level enjoying field. Customers want an honest and clear process, expecting help and guidance from a salesperson who is inquisitive about them.

Designing a good sales negotiation is the process of bringing a purchase to its successful conclusion. It's not splitting the difference to close a deal, it is not having the client use their leverage to create a deal that is untenable for us, and it is not us using our leverage to make a deal that is not good for the client. Sales negotiations is merely understanding the customers needs or what we have a tendency to call interests, making a level enjoying field and then putting along or synthesizing a solution.

Advanced Selling negotiations are transparent; every negotiation needs the salesperson to develop an understanding of the interests of the other side. When this is achieved, the salesperson is on a level enjoying field and has the information necessary to create or synthesize the deal. The customer has the cash; which is what the salesperson wants; the salesperson has the answer; which is what the customer needs. The following four (4) steps are critical to establishing the extent playing field in transparent negotiations.

1. Prepare a list - containing interests and wants from the analysis completed of the problems or things to be negotiated. Contemplate value, payment terms, contract length, product/service options, delivery/implementation schedule or post-sale support.

2. Prioritise the issues - take into account the order of importance to all or any stakeholders, the customer, the salesperson and both organisations.

3. Set the settlement ranges - identify what would build the deal and things that will produce a deal breaker for every significant item to be negotiated. Consider this in terms of the scale and the importance of the deal. Common reasons for movement here are establishing/building a smart relationship, volume discounts or beating the competition.

4. Select strategies & techniques - prepare negotiation discovery queries to synthesize the deal. Think about the goals or objectives of the negotiation, the steps concerned in the decision making method, the importance of this deal in relation to the general consumer/business relationship.

Transparent negotiations require an equal playing field. There are a few negotiating variables that impact each stakeholder in each sales negotiation. Success in selling and success in negotiating are intertwined. The more successfully you plan what you're going to barter-that is, build worth for your product or service connected to your customers desires - the stronger your sales results can be.

by: Peter McKeon

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