Collaborate on Concerns for Winning Negotiationsby Nick Miller
Negotiation and overcoming objections go hand in hand, right? Not necessarily. Change your mindset from “overcoming” to “collaborating” and you’ll see that your negotiations lead to relationships, connections, and respect rather than a tug-of-war around your prospects’ points of view.
Collaborate on prospects’ concerns rather than overcoming objections for win-win negotiations.
- Ask questions to help prospects see how to move forward on their own terms.
- Ask prospects to look at their challenges in different ways and to consider issues they may not have anticipated.
- Help prospects to figure out what combinations of strategies could work in solving their challenges.
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.