Negotiation is your opportunity to demonstrate your commitment (and your company’s) to a long-term relationship and to maximizing value for both parties (for those who sell to businesses, value is synonymous with return-on-investment).
Sales negotiation can be a formal event (at a specific time and date) or it can be an ongoing theme at different points in the sales process. It’s beyond price and includes the entire value proposition.
As a professional you’re seeking a mutually beneficial relationship with your prospects and customers (not something that benefits only you or them). Practiced and applied, negotiation skills can increase the level of trust and credibility you and your company have with your prospects and customers.
The negotiation guide below provides you and your team with a quick overview for your next potential negotiation with a prospect or customer. Use what fits for your particular sales world and toss what doesn’t.
And remember… Your success depends more on your pre-negotiation preparation than on the negotiation moment(s) itself.
Nothing fancy. Just the fundamentals… done well.
Your negotiation guide
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