| I might be setting off a bit of a firestorm with | | | | supported sales negotiations? Here are a few of |
| this idea, but here in the 21st Century do you | | | | them: |
| think that it is possible to conduct sales | | | | |
| negotiations using more smart phones and less | | | | 1. Slow Down: do not write and send emails on |
| human contact? | | | | the fly. Remember, these things live forever. I |
| The Need For Modern Solutions | | | | prefer to write the email one day, save it, re-read |
| The #1 attraction of using a smart phone | | | | it the next day and then send it. I'm always |
| (Blackberry, iPhone, or whatever) in the first place | | | | careful to leave the "To:" field blank while I'm |
| is that it can speed just about anything up. The | | | | composing an email JUST IN CASE the "send" key |
| immediacy of e-communications allows deals to | | | | get pressed too early. |
| develop quicker and to move at speeds that once | | | | 2. Only You Can Prevent Forest Fires: in order to |
| were unimaginable. However, when it comes to | | | | prevent those cases where misunderstandings |
| sales negotiations, things can get a bit trickier. | | | | start small but keep getting blown out of |
| What we are all just starting to deal with here are | | | | proportion, don't use ALL CAPITAL LETTERS, |
| the questions that come up surrounding e-mail | | | | multiple!!!!!, or including flip comments ("How about |
| negotiations. Some of these questions include: | | | | making a real counteroffer?"). |
| - Is it possible to conduct sales negotiations | | | | 3. Don't Forget The Phone: In every sales |
| completely via email? | | | | negotiation, there will probably be a time in which |
| - What impact does this have on what kinds of | | | | it would be better if you picked up the phone and |
| information can be shared during the sales | | | | talked with the other side instead of sending them |
| negotiation? | | | | another email. Realize that this moment exists, |
| - When is human contact called for? | | | | look for it, and act when it shows up. |
| The New Rules | | | | Lessons Learned |
| Using email as a central part of any sales | | | | The take-away from all of this is that times are |
| negotiation changes a number of things. The first | | | | changing. Gone are the days that all sales |
| is that anything that you put into an email will live | | | | negotiations could take place face to face. |
| forever and may come back to haunt you. It is a | | | | Negotiating via email is here to stay and we all |
| great way to send information to the other side, | | | | need to get used to the new rules of the game. |
| keep almost perfect records, and make sure that | | | | The experts who have been living with this new |
| everyone involved is informed on where things | | | | way of doing business have one final suggestion |
| stand. | | | | for all of us. They recommend that prior to |
| At the same time there are pitfalls that everyone | | | | starting the negotiating process, all parties meet in |
| must be aware of. These tend to show up | | | | person. This is the key to allowing everyone to |
| whenever there are conflicts or misunderstands. | | | | understand their body language and how they |
| The problems come about because the one thing | | | | react to things. In the end, this is critical so that |
| that email does not do well is communicate | | | | you can understand the true intent behind the |
| emotions or nuances. | | | | words in their emails. |
| So what are the "new rules" in this world of email | | | | |