No two persons agree on all things. When people come together to work a deal, they try to maximize their benefits and their costs to a minimum. Any person who places a different value on individual elements of is a deal. Effective negotiation is not just about making people see things from your point of view; it’s also about converging two different views on a point that is used by both parties as mutually beneficial. The art of negotiating is the backbone of a successful sales campaign.
Customer focus – Show him the money:
The customer is not bothered about how bad you need to make your monthly sales target. He is more concerned about fulfilling their needs and value for money. Talk about the benefit of the customer. Do not say your customer about the latest technology in car engine – tell him how this new engine saves fuel and time him.
Recognize Your Competition:
Recognize your product is not enough. You should know what your competitors offer. You do not want to end up looking at the customer, if he says your competitors are 20% cheaper. Have your answers ready. Give him valid reasons for higher prices.
Do not waste your time with people who Do not Matter:
In dealing with an organization, learn to set priorities. Do not waste time explaining why the secretaries of your power tools are good. Save your time and energy for the decider. Try to make an appointment with “the boss” to get. If not immediately, try a later one, else. The Secretary does not intend to buy your tools.
Exploit Copycat The mentality:
People have a mindset to copy what others are doing successfully. If someone has a competitor or an acquaintance is using a product, he may be tempted to use the product. Keep your references ready and tell him how others have benefited greatly from your product or service.
Let them agree:
When a person agrees to something you said, he inadvertently creates a positive state of mind in the direction of your offer. At the other person to say “Yes” on several occasions brings you both on the same side – the same purpose.
Your bargaining power is in your uniqueness:
If it is easy to find someone with the same service or product that you have, your negotiating positions are potentially reduced. The more unique your offer, the stronger bargaining power you have. Always make a list of items that set you apart from your competitors. Sometimes people buy things just because they are different than what most other people use.
Use your advantage:
Each of us is a stock clearance. The Jew is the time to sell his stock; his loses its pricing power. Customers use these sellers tactic and give a deadline for a decision on price and terms to make. The person that short time is always at a disadvantage. Never leave you stuck in a “term” trap. Even if you have little time, do not let it be known to the other person. On the other hand, one person did something urgent to work in your advantage. If the other person is in a rush to get things done, you can be guaranteed that he will be more willing to bend than he would in a normal situation. A word of caution – Never use the other person so urgent that the deal grossly one-sided. You get what you want once, but such transactions have a negative impact on your reputation and future business. A win-win situation is always desirable.
Price is not everything – Main Matter Too:
Conditions of service are as important as the price itself. An example would be mortgage loans and the industry. Companies are able to achieve higher rates than the interests of competitors charge because flexible repayment options. Companies that freebies with their products a higher price is to compensate for a friendlier terms. Create a balance between price and terms – if the price is your weak point, to compensate with better conditions.
“Policy” Tactic:
Since my childhood, people have learned that rules are not broken down. Unconscious level, most people carry a perception that it is their duty to follow all the rules. You will be surprised how easily people give when they are told that the conditions they are expected against the company policy. Sellers always a printed price list with themselves. The few black words printed on a white paper to add body to the arguments of the vendor and send the message that it is not within their power to change the terms.
Keep Your Discounted Rate for the last:
Most buyers tend to ask for a lower price offered. If you are prompted for the “last price” quote a little more than the actual “last price” that you’re willing to give. It does not matter whether you initially offered at a price of 2% or lower 20% lower – buyers will ask for a further lower price in both cases.
