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3 Quick Keys To Successful Sales Negotiating
A Quick Look At How You Can Prepare To Win Negotiations And Have Your Customer’s Feel Like Winners Too
© 2016 MyEureka Solutions LLC
The Three Keys
1. As the seller, have a defensive negotiating plan already in place before you close deals
2. Recognize how and why to create win-win scenarios
3. Check your ego at the door…and mind your customer’s too
Key # 1
� Most negotiating battles are waged over price, though many elements can comprise a deal and need to be leveraged.
Consider the Castle Defense: � An exterior mote
� A high wall to climb
� Battle on parapet
� Interior fortifications around the gold
Your Defense
� The moat: ◦ Presents an obstacle to
slow down the invaders � Sounds like:
� Reassurance, compliments, a smile:
“I’ve been told you’re a good negotiator so you should know I’ve made sure you are getting a great deal.”
Your Defense � The parapet: ◦ Battle those scaling the wall,
direct combat with those that make it up the wall
� Where buyers use gambits (budgets, the flinch, good cop bad cop, etc. ◦ Counter defenses must be
honed v. professional buyers or savvy consumers ◦ You flinch you lose
Your Defense � The Interior: ◦ Don’t make it obvious
where you keep your gold
� When you reach your last line of defense be prepared for blood ◦ To protect your gold how
hard are you willing to fight? ◦ Are you willing to give up
some of your gold to avoid a death match?
Key # 2
� Understand how to create the win-win scenario. Use a venn diagram to find the common ground: � Be truthful not wishful
� Have your client/prospect define their wants/win (Listen to learn, consider what they have to lose (their ass on the line)
� Minimize value you can’t confirm, contract or promise
Key # 3
� Check your ego at the door…and mind your customer’s too!
� Don’t win a battle but lose the war
� Don’t act like the US Congress!
� “Never hate your enemies, It affects your judgment” –Mario Puzo, The Godfather
� Don’t be a baby…it’s just business
Successful Negotiating Summary � Before you negotiate line up your Castle
Defense with outer, wall and inner defenses and know what is really at stake
� Rather than hashing out prices and terms discuss and listen to your customer’s definition of needs, value and wins…and what’s on the line
� Know the difference between a small win and small loss
� Don’t let personal emotions and ego take hold of your negotiations…check your ego at the door!
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