5 Tips For Salespeople When Negotiating

If you, then I. When you begin to negotiate and determine terms, conditions and pricing adopt the “if you, then I” mantra. Never give anything away until you seek a concession. “If you agree to X, then I will agree to Y”. Know where negotiation fits into your sales process and appreciate that it requires a different set of skills to selling. It fits between – closing and delivering. The process is: Market, prospect and qualify, matching needs, close, negotiate, deliver. Plan to negotiate. You don’t need to rush in;…

Read More

Why Salespeople Are Not Natural Negotiators

Weekly Sales and Coaching Tips - Why Salespeople Are Not Natural Negotiators We’re all used to large scale negotiations such as Brexit or the plant maintenance contract in the front office. Brexit puts us to shame. Dr Liam Fox, our esteemed negotiator, has promised over 40 trade deals before Brexit occurs in 2019. Negotiation is an area every manager gets involved in – debating a three week holiday when the company ruling says two weeks — handling the issues arising from relocating your team to the other side of the…

Read More

10 Reminders to Prepare for a Negotiation

Preparation has been hammered into salespeople’s brains since the beginning of time. Some even put rhyme to it involving 3 Ps equalling 3 Ps. Google it if you wish, it's quite amusing. The problem is that the vast majority of salespeople don’t put in the miles when it comes to preparation and many get away with it when selling. However, you won’t get away with it when negotiating; this skill requires plenty. Let me give you ten reminders, in no particular order. Figure out what’s low cost to you but…

Read More