subject: Characteristics of Nice Sales Negotiators [print this page] Characteristics of Nice Sales Negotiators
Nearly everyone in sales is needed to negotiate. When conducting hundreds of workshop and working with thousands of individuals during the last decade, I've got discovered that most sales people are not as effective at negotiating as they may be.
But, I do come back across nice sales negotiators from time-to-time and have noticed that they sometimes have some things in common. Here are the characteristics they typically possess.
Understanding of the negotiating process. Highly effective negotiators recognize that negotiating could be a method, not just something that is done when discussing the terms and conditions of a solution. Negotiating is much additional than haggling about price. It needs an understanding of the dynamics that have an effect on the method and influence the behavior of people. Nice negotiators invest time learning different tactics and strategies and the way each technique contributes to the overall outcome.
Specialise in win-win. Win-win suggests that that each parties feel smart about the result of the negotiating process. Some books that state win-win solutions are not doable in business negotiating; the authors write that someone usually offers away a lot of than they should and the result becomes a win-lose situation. Great negotiators do not believe that. They assist their client strive and solve problems and appearance for opportunities to relinquish as abundant worth as possible. They additionally recognize how and when to limit their concessions, offer-aways, and discounts so they can see an agreement that's equitable for each parties.
Patience. Too several people hunt for the short fix try to shut the sale as quick as doable therefore they can move on the next prospect. Great sales negotiators recognize that patience is a virtue which rushing the method often results in an undesirable outcome. They do not hurry to reach an agreement. Instead, they take time to collect the required information. They assume fastidiously concerning potential solutions. They take their time during the complete process. This is essential as a result of major mistakes are created when we try to achieve an agreement too quickly. We tend to rush through the process, not giving the opposite person's provide ample attention, and usually finish up with an outcome that's win-lose. Simply as a result of we have a tendency to were in a hurry.
Creativity. Most great negotiators are also very creative. They use their problem-solving skills to determine the simplest resolution and appearance for distinctive ways that to achieve their goal. A devotee of mine was once embroiled in an exceedingly bitter lawsuit with a corporation and when months of negotiation, he came up with a solution that ended the suit. He stretched out beyond the traditional answers and developed an alternative that was accepted by the opposite party. In alternative words, he got creative.
Willingness to experiment. Negotiating could be a terribly dynamic method because no 2 individuals are alike. What works extraordinarily well in one scenario can backfire in another. That is why great negotiators practise using a variety of ideas and techniques. They experiment with different methods, solutions, and tactics. And a tiny failure will not stop them from experimenting with new ideas within the future.
Confidence. Nice negotiators are confident when they enter a negotiation. They don't seem to be arrogant or rude or cocky--they're merely confident. They have developed a high belief in their ability to reach an win-win agreement. They're assured that they can handle anything that comes their method in a negotiation and this confidence is developed through experience. Great negotiators evaluate themselves regularly. They learn from their mistakes and victories. They focus on improving their skill. They develop an internal confidence that's unshakable.
Keen listening skills. Individuals can tell you just about everything you would like to grasp if you ask the correct queries AND listen carefully to their answers. I personally believe that this one attribute is the most important ability in selling and negotiating. I bear in mind my wife talking to a break on the phonephone and at one point during the conversation she sensed that he had a lot of to say. She waited patiently and listened rigorously and the other person eventually gave her valuable data that helped her shut the sale. Unfortunately, too several sales individuals simply wait for their turn to speak, or maybe worse, interrupt their prospect. This lack of listening means that they often miss hearing key information that will assist them in the negotiations.
Negotiating is not a ability that is easily acquired. It takes time, effort and energy. If you wish to improve your negotiating ability you must be prepared to figure at it. Invest the time learning the dynamics and science of negotiating. And be prepared to push yourself out of your comfort zone.
