| How can you become a better sales negotiator? | | | | at a negotiation, sit down, and then strike a good |
| For such a simple question, there seems to be no | | | | deal. You need to have a good understanding of |
| corresponding simple answer. I guess that we all | | | | what you have to offer the other side, what |
| know that the best sales negotiators seem to | | | | they have that you want, as well as the |
| always know what to do and when to do it. Now | | | | environment in which you are trying to strike a |
| if there was only some way that we could pick | | | | deal.. |
| up those same skills! I believe that the right way | | | | - A Sense Of Humor: As we work hard to |
| to reach this level of sales negotiating skill is to | | | | improve our sales negotiating skills, this is the one |
| develop the same set of skills that the really good | | | | thing that we too easily overlook. It turns out |
| negotiators have. I've got five of them for you to | | | | that when the negotiations reach a roadblock, or |
| learn right here... | | | | when tempers flare up, having the skill that allows |
| Things That You Need To Know | | | | you to take a step back and say something that |
| Today's modern cars are wonders of invention. | | | | gets everyone to laugh is invaluable. Sometimes |
| However, they all seem to be so complex with | | | | this is the only thing that can restart a negotiation. |
| wires, computers, and whatnot. Sales negotiations | | | | - The Christmas Spirit: Well, maybe not Christmas |
| today are pretty much the same way: they have | | | | itself but at least the ability to both give and take |
| become much more complex in part because we | | | | at the negotiating table. If you show up thinking |
| all have access to so much more information. | | | | only about what you will be able to squeeze out |
| In order to deal with the new challenges of | | | | of the other side of the table, you are in for a |
| today's sales negotiations, you're going to need | | | | long an fruitless negotiation. Likewise, if you are |
| some more tools. Here are five tools that you | | | | too focused on keeping the other side of the |
| should have in your toolbox: | | | | table happy, then you'll walk away feeling like you |
| - Two Ears: It's too bad that these things don't | | | | did not get a good deal. |
| come with an owner's guide. Your ears are your | | | | - A Risky Personality: The world that we live in |
| single best tool for determining what's going on | | | | contains risk. Every deal that we negotiate |
| with the other side of the table. The best sales | | | | increases the amount of risk in our lives. If we |
| negotiators have the ability to listen very carefully | | | | have the type of personality that allows us to |
| and to then focus all of their senses on just what | | | | deal with this kind of risk, then we can deal with |
| the other side of the table is really trying to say. | | | | all of the uncertainty that it takes to strike a deal |
| - A Really Big Calendar: All too often I've seen | | | | with the other side of the table. What All Of This |
| sales negotiations go off track because one or | | | | Means For You |
| more of the teams was too focused only on the | | | | As they like to say in sales negotiating circles, if |
| short term. The best sales negotiators have the | | | | you're not getting better, then you must be |
| ability to see time for what it really is: the sum of | | | | getting worse. This really applies to your sales |
| the past, the present, the future, and the really | | | | negotiating skills - what have you done lately to |
| far out future. If you have the ability to see time | | | | acquire the skills that the really good negotiators |
| as one big continuous sliding scale and to | | | | have? |
| understand where the deal that is being | | | | We've discussed five tools that if they aren't |
| negotiated fits on that scale, then you'll be able to | | | | already there, need to be added to your sales |
| make better decisions. | | | | negotiating toolbox. Once you have mastered |
| - Deal Knowledge: No matter how good of a sales | | | | these skills, you'll be ready to close more deals |
| negotiator you are, you still cannot just show up | | | | and close them quicker! |