|
|
Sales Training Advice: Getting What You Need From Your Sales Related Calls Through Efficient Negotiation Skills
In Sales training programmes, 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, we all believe that our point of view is important and that others should at least consider 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 persuasion skills, how then can you convince other people to favourably consider your propositions?
Believe it or not, there is a science supported by more than 60 years of research that has evolved our understanding of the use of persuasion 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 communications in his studies:
Reciprocation
Liking
Commitment & Consistency
Authority
Scarcity
Social Proof
Whilst influence will always be somewhat of an art, it is incredibly helpful to use the power of the 6 principles discovered by science to maximise your odds of influencing others to give you what you really want.
Let's start by looking at what is believed 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 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 want?
Here's how:
Ensure that when you negotiate you ask for a little more than you would be satisfied to receive.
Let's say you are trying to sell a widget and you are planning to get $ 100 for the widget.
If you would like to deploy the principle of reciprocation, then you should commence by asking for a little more - let's say by asking for $ 105.
If your counterparty does not agree to paying you $ 105 for the widget, then you can offer a concession by reducing 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 make the concession - don't wait for your counterparty to make a concession. Just make sure that you use the word 'if' when you offer 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 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 amended offer as a new proposal, not as a concession.
Sales Funnel: The Most Powerful Method To Generate Results
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.
Best Practice Planning: Using Purchasing Training To Find Important Factors To Unlock 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.
1 Easy Negotiation Skills Technique That Will Instantaneously Produce Better Negotiation Outcomes
Research has proven that high objectives will constantly outdo low aspirations and if you therefore exaggerate your expectations at the negotiation table, you will continously influence your negotiation outcomes positively
Ensure To Look At These Two 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.
Effective Negotiation Training Can Illustrate That Losing Can Be More Effective Than Succeeding
Instead of indicating to your opposite number that supporting my offer will assure a deal, it may be even better to say and specify what they are going to squander if they do not support it.
Perhaps You Have Thought What Makes A Great Negotiator With Remarkable Negotiation Skills?
This is a question that many people before have tried to answer, but this is the wrong question and this is why.
Sales Coaching: Benefits And Drawbacks Of Coaching To Draw Customers And Enhance Your Business
In the global economy of today's world that encompasses both virtual and actual opportunities, there are so many kinds and numbers of businesses for a potential customer to choose from that a business owner must use every possible advantage to generate sales
|
More Articles
Blogroll
|
