|
|
Sales Training Tip: Getting What You Need From Your Sales Opportunities Through Efficient Negotiation Techniques
In Sales training programmes, sales negotiation skills are often missed altogether. One might say that the underlying reason most of us feel the need to negotiate with anyone else is so that we can find a way to get what we want. Being human, most of us believe that our opinion is important and that everyone else should at least think about seeing things our way. If you had no desires or needs, there would be little reason for you to enter in into negotiations with anyone.
If sales courses don't always teach influencing skills, how then can you convince other people to favourably consider your proposals?
Believe it or not, there is a science backed up by more than 60 years of research that has evolved our knowledge of the use of influence to meet our needs and desires in sales negotiation. The world's foremost expert on the science of influence, Dr Robert Cialdini, has identified 6 principles of persuasive communication in his research:
Reciprocation
Liking
Commitment & Consistency
Authority
Scarcity
Social Proof
Whilst influence will always be an art, it is astonishingly helpful to deploy the power of the 6 principles discovered by science to optimise your chances of convincing others to give you what you really want.
Let's start by examining at what is believed to be the most important principle from a negotiation viewpoint - reciprocation.
Reciprocation means that we return to others the form of behaviour that they demonstrate towards us. If you have helped me, then I should help you. 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:
Make sure that when you negotiate you ask for a little more than you would be happy to receive.
Let's say you are marketing a widget and you would like to get $ 100 for the widget.
If you would like to use the principle of reciprocation, then you should start by requesting a little more - let's say by requesting $ 105.
If your counterparty does not agree to paying you $ 105 for the widget, then you are able to make a concession by lowering your asking price to $ 100 in exchange for your counterparty also making a concession to you. A concession that your counterparty could make in this case could be to pay you immediately 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 offer a concession. Just make sure that you use the word 'if' when you offer your concession:
"If you are prepared to hand over the cash right now, then I will 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 enhance 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 walked away from a negotiation to reconsider your proposal, your counterparty will be more likely to regard your revised offer as a new proposal, not as a concession.
Sales Funnel: The Most Efficient Approach To Generate 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.
Market Meltdown: How To Use Your Negotiation Skills To Safeguard Your Security
In times of market instability, it is advisable to move away from price as the key negotiation factor and concentrate on 'loss framing', creating more alternatives, reciprocation and value in order to reach agreement and realise your objectives in negotiations.
Best Practice Planning: How Purchasing Training Helps To Determine The Key To Ensure A Profitable 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.
Using Negotiation Skills During The 5 Step Program To Achieving Successful Transactions In China
In order to achieve success in your business negotiations in China, you will have to understand that as an outsider, doing business is completely different than what most people are familiar with.
Becoming A Client In Melaleuca Not Only Saves You Money, But Adds To Your Long Term Health!
Melaleuca is a home based business focused on customer satisfaction and loyalty! Melaleuca actually SAVES people money (25%-60% ) replacing store bought products with theirs, eliminates toxic chemicals from your home & body, and they work better!
Improve Your Negotiation Skills By Discovering The One Issue That Separates The Men From The Boys In The Negotiation Game
Understanding your counterparts interest in your negotiations is one of the most imporant elements to attain and ensure profitable, gratifying and long term business relationships.
Employing Powerful Negotiation Skills To Help You Negotiate A Lower Selling Price
If your business is in a position where they either need to pay less or charge more for their products or services, the easiest way to do this is to renegotiate existing client contracts. There are 3 ingredients in getting a better price.
|
More Articles
Blogroll
|
