© 2015 Richardson. All Rights Reserved.

© 2015 Richardson. All Rights Reserved.2

How to Approach Sales Negotiations

1. Sales Professionals should start the negotiation.

2. Put all of your terms on the table at the outset.

3. Don’t negotiate too early.

4. Understand what the customer needs to achieve.

5. Prioritize your trades.

6. Always ask for something in return.

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What is a negotiation trap?

When you begin negotiating on price to find a figure that the customer will accept but could hurt your business

Did you start to negotiate too early before justifying your value?

Probably …

Don’t Get Caught in a Negotiation Trap

© 2015 Richardson. All Rights Reserved.

Understand what the customer is trying to accomplish so that you can establish which terms are most important:

Don’t start off trying to resolve immediate price objections

Consider the objection as an opportunity to learn more about the customer’s situation

Justify the value of your value

Question the customer

Most important:Prioritize your trading points and know their value.

How Can You Avoid a Negotiation Trap?

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The Secret to a Successful Sales Negotiation is based on:

Knowing what the customer is trying to accomplish

Converting demands into leads

Demonstrating and justifying your value

These steps can ensure that no money is left on the table or that

no undue discount occurs.

Negotiations Go Step by Step

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