Sales Training Advice: Getting What You Need From Your Sales Related Meetings Through Effective Negotiation Techniques
In Sales training programmes, negotiation skills are often overlooked. 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 would like. Being human, we all believe that our point of view is very important and that everyone else should at least consider seeing things our way. If you had no wants 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 suggestions?
Believe it or not, there is a science supported by more than 60 years of research that has informed our knowledge of the use of persuasion to satisfy our needs and desires in sales negotiation. The world's foremost expert on the science of influence, Dr Robert Cialdini, has uncovered 6 principles of persuasive communications in his studies:
Reciprocation
Liking
Commitment & Consistency
Authority
Scarcity
Social Proof
Whilst persuasion will always be an art, it is really helpful to deploy the power of the 6 principles discovered by science to optimise your odds of persuading others to give you what you really want.
Let's start by looking at what I believe to be the most important principle from a negotiation point of view - reciprocation.
Reciprocation means that we return to others the same 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 deploy it to get what you need?
Here's how:
Ensure that when you start a negotiation you ask for a little more than you would like to receive.
Let's say you are selling a widget and you would like to get $ 100 for the widget.
If you would like to use 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 handing over $ 105 for the widget, then you are able to extend a concession by lowering 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 facilitate 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 make your concession:
"If you are prepared to hand over the 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 prepared 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.
Your Insufficiently Developed Business Negotiation Skills Capability Could Cause Critical Negotiations To Collapse Due To Inadequate Preparation
The main reason to a profitable business negotiation result is the quality of your planning. If you don't plan, prepare to fail and expect to not reach your goals.
Improve Your Negotiation Skills By Discovering The One Thing That Separates The Novice From The Professional Negotiator In The Negotiation Game
Understanding your counterparts interest in your negotiations is one of the most imporant elements to attain and ensure profitable, gratifying and long term business relationships.
Best Practice Preparation: 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.
Sales Coaches To Improve Your Sales Employees
Whether you are starting your own business or you have a well established firm, increasing clients and sales are the most vital things needed to keep a business growing. To achieve the best business results, you should hire a sales coach.
2 Critical Factors Of An Effective In-House Negotiation Training Program
Merely depending on the negotiation abilities of individuals is a familiar oversight businesses make. Developing a strong negotiation capability is contingent on critical factors: The negotiation strategy, process, the individual's skills and the supporting network.
1 Simple Negotiation Skills Method That Will Immediately 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
Sales Training: Pros And Cons Of Training To Draw Buyers And Boost 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
Use Your Negotiation Skills In Order To Manage Stressful Discussions
Difficult conversations present themselves from time to time. Perhaps you need to tell someone that their services are no longer required or perhaps you have done something for which you need to apologise.
More Articles
- Improve Your Negotiation Skills By Discovering The One Thing That Separates The Novice From The Professional Negotiator In The Negotiation Game
- Business Meltdown: Using Your Negotiation Skills To Negotiate For Security
- Best Practice Preparation: Using Purchasing Training To Find Important Factors To Unlock A Successful Negotiation
- Sales Coaches To Improve Your Sales Employees
- Ensure To Look At These 2 Elements When Seeking A Business Negotiation Initiative, It Will Cost You Otherwise
- Sales Training Advice: Obtaining What You Want From Your Sales Meetings By Deploying Effective Negotiation Skills
- Enhance Your Negotiation Skills By Discovering The One Element That Divides The Novice From The Professional Negotiator In The Negotiation Game
- Find Out If Sales Funnel Is The Most Powerful Technique To Create Sales
- Find Out If Sales Funnel Is The Most Effective Technique To Generate Results
Useful Sites
