|
|
Sales Training Tip: Getting What You Want From Your Sales Calls By Deploying Efficient Negotiation Skills
In Sales training programmes, negotiation skills are often missed altogether. You could say that the reason most of us feel the need to negotiate with others is so that we can find a way to get what we want. Being human, most of us believe that our viewpoint is very important and that others should at least consider seeing things our way. If you had no desires or requirements, there would be little reason for you to negotiate with others.
If sales courses don't always teach influencing skills, how then can you convince other people to favourably consider your recommendations?
Believe it or not, there is a science supported by more than 60 years of research that has informed our understanding of the use of persuasion to meet our needs and wants in sales negotiation. The world's leading authority on the science of persuasion, Dr Robert Cialdini, has identified 6 principles of persuasive communication in his studies:
Reciprocation
Liking
Commitment & Consistency
Authority
Scarcity
Social Proof
Whilst persuasion will always be somewhat of an art, it is really helpful to use the power of the 6 principles identified by scientific investigation to increase your chances of convincing others to give you what you really want.
Let's start by closely looking at what I believe to be the key principle from a negotiation point of view - reciprocation.
Reciprocation means that we return to others the form of behaviour that they exhibit towards us. If you have done me a favour, then I should do you a favour. If you invite me to your birthday party, then I should invite you to my birthday party. If you make a concession to me, then I should make a concession to you.
So what does this mean to you and how can you employ it to get what you would like?
Here's how:
Ensure that when you start a negotiation you ask for a little more than you would be satisfied to receive.
Let's say you are selling a widget and you are planning to obtain $ 100 for the widget.
If you want to apply the principle of reciprocation, then you should start by requesting a little more - let's say by asking for $ 105.
If your counterparty does not agree to handing over $ 105 for the widget, then you can extend a concession by reducing your price to $ 100 in return for your counterparty also making a concession to you. A concession that your counterparty could make in this case could be to pay you cash on the spot or to pay for shipping etc.
The key is for you to offer the concession - don't wait for your counterparty to make a concession. Just make sure that you use the word 'if' when you make your concession:
"If you are prepared to pay me in cash right now, then I could reduce the price from $ 105 to $ 100". This way you give an indication to your counterparty that you are willing to be flexible and you will now significantly increase the likeliness of them also being flexible and offering a concession in return.
Just be sure to use this principle 'in the moment' whilst you are negotiating. If you went away from a negotiation to review your proposal, your counterparty will be more likely to regard your revised offer as a new proposal, not as a concession.
Is Sales Funnel The Most Useful Tactic To Create Sales
I have outlined the most effective way, that I have discovered to set up my Sales Funnel for my MLM business. I lay out each step for you to easily follow.
Sales Coaching To Improve Your Sales Team
Whether you are starting your own business or you have a well established firm, increasing clients and sales are the most vital things needed to keep a business growing. To achieve the best business results, you should hire a sales coach.
Better Your Negotiation Skills By Using And Challenging Power In Your Negotiations
By developing options in your negotiation, you are deploying the single most effective way to developing authority for yourself in negotiations.
Two Important Elements Of An Effective In-Company Negotiation Training System
Merely depending on the negotiation abilities of individuals is a familiar oversight businesses make. Developing a strong negotiation capability is contingent on critical factors: The negotiation strategy, process, the individual's skills and the supporting network.
Make Sure To Look At These 2 Elements When Seeking A Business Negotiation Initiative, It Will Be A Mistake Otherwise
Developing a strong negotiation capability is contingent on critical factors: The negotiation strategy, process, the individual's skills and the supporting network. Relying on the negotiation abilities of people is a familiar oversight businesses make.
Best Practice Preparation: How Purchasing Training Helps To Find The Key Factor To Ensure A Successful Negotiation
The amount of time used to plan is the key success factor of business negotiation best practice. Exploring the framework and the deal objectives are some of the most important factors in aid of your negotiation endeavours and decision making processes.
Secret Of Effective Selling
There are three factors that can influence a person. These three things are imagination, language, and perception systems. Combine these three factors and you will win the competition.
|
More Articles
Blogroll
|
