Virtually everyone in sales is required to negotiate.
After conducting hundreds of workshop and working
with thousands of people during the last decade, I
have discovered that most sales people are not as
effective at negotiating as they could be.
However, I do come across great sales negotiators
from time-to-time and have noticed that they typically
have a few things in common. Here are the
characteristics they usually possess.
Understanding of the negotiating process. Highly
effective negotiators recognize that negotiating is a
process, not just something that is done when
discussing the terms and conditions of a solution.
Negotiating is much more than haggling about price. It
requires an understanding of the dynamics that affect
the process and influence the behavior of people.
Great negotiators invest time learning different tactics
and strategies and how each technique contributes to
the overall outcome.
Focus on win-win. Win-win means that both parties
feel good about the outcome of the negotiating
process. Some books that state win-win solutions are
not possible in business negotiating; the authors write
that someone usually gives away more than they
should and the outcome becomes a win-lose
situation. Great negotiators don’t believe that. They
help their customer try and solve problems and look
for opportunities to give as much value as possible.
They also know how and when to limit their
concessions, give-aways, and discounts so they can
work out an agreement that is equitable for both
parties.
Patience. Too many people search for the quick fix
try to close the sale as fast as possible so they can
move on the next prospect. Great sales negotiators
recognize that patience is a virtue and that rushing
the process often leads to an undesirable outcome.
They don’t hurry to reach an agreement. Instead, they
take time to gather the necessary information. They
think carefully about possible solutions. They take
their time during the entire process. This is critical
because major mistakes are made when we try to
reach an agreement too quickly. We rush through the
process, not giving the other person’s offer ample
attention, and often end up with an outcome that is
win-lose. Simply because we were in a hurry.
Creativity. Most great negotiators are also very
creative. They use their problem-solving skills to
determine the best solution and look for unique ways
to achieve their goal. A friend of mine was once
embroiled in a bitter lawsuit with a company and after
months of negotiation, he came up with a solution that
ended the suit. He stretched out beyond the normal
answers and developed an alternative that was
accepted by the other party. In other words, he got
creative.
Willingness to experiment. Negotiating is a very
dynamic process because no two people are alike.
What works extremely well in one situation can
backfire in another. That’s why great negotiators
practise using a variety of concepts and techniques.
They experiment with different strategies, solutions,
and tactics. And a small failure does not prevent them
from experimenting with new ideas in the future.
Confidence. Great negotiators are confident when
they enter a negotiation. They aren’t arrogant or rude
or cocky—they are simply confident. They have
developed a high belief in their ability to reach an winwin
agreement. They are confident that they can
handle anything that comes their way in a negotiation
and this confidence is developed through experience.
Great negotiators evaluate themselves regularly.
They learn from their mistakes and victories. They
focus on improving their skill. They develop an
internal confidence that is unshakable.
Keen listening skills. People will tell you virtually
everything you need to know if you ask the right
questions AND listen carefully to their answers. I
personally believe that this one attribute is the most
important skill in selling and negotiating. I remember
my wife talking to a prospect on the telephone and at
one point during the conversation she sensed that he
had more to say. She waited patiently and listened
carefully and the other person eventually gave her
valuable information that helped her close the sale. Unfortunately, too many sales people simply wait for
their turn to talk, or even worse, interrupt their
prospect. This lack of listening means they often miss
hearing key information that will assist them in the
negotiations.
Negotiating is not a skill that is easily acquired. It
takes time, effort and energy. If you want to improve
your negotiating ability you must be ready to work at
it. Invest the time learning the dynamics and science
of negotiating. And be prepared to push yourself out
of your comfort zone.
.
© 2010 Kelley Robertson, All rights reserved.
Get your FREE copy of 100 Ways to Increase Your Sales by subscribing to Kelley's free newsletter, "59 Seconds to Sales Success" at www.Fearless-Selling.ca. Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more sales at higher profits. Kelley conducts workshops and speaks regularly at sales meetings and conferences. Contact him at 905-633-7750 or Kelley@Fearless-Selling.ca.
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