3 Ways to Increase Negotiation Resultsby Nick Miller
Do you view sales and negotiation as separate functions? All too often sales people do and all too often they are not. Selling is about assessing and building value; negotiation is about dividing the value – they happen together.
Good negotiating outcomes begin with and depend on value-oriented discovery and selling.
To increase negotiation results:
- Ask more questions to identify client problems and challenges correctly.
- Understand customers’ perceptions and priorities around value and how much your solution could benefit them in terms of saving time and money.
- Negotiate for the best outcome rather than concede on price at a customer’s first objection.
Want more negotiating tips like these? Check out our August 16, 2011 live webinar – Negotiating the Fees You Deserve. It’s part of Clarity Advantage’s Deep Diving into Sales Techniques summer webinar series. Coaching material for sales managers. Actionable tips and strategies for sales people. No charge. Find out more here.