Once you are in final negotiations with your prospect, things can still be tricky.
You and your prospect have goals that are directly at odds with each other.
He wants the best deal he can get, and you want to maximize what you can get out of him.
Part of the negotiation is always about price, but a lot of it is about other things as well – service contracts, extra features or options, etc.
Some prospects are good negotiators.
And those are the ones you gotta watch out for.
Sometimes you gotta say "No" to something that your prospect asks for.
And you have to do it without souring or killing the negotiation.
There is a simple way to do this.
Instead of answering the request with a "No" right off the bat, you want to reply with a question.
You want to probe and find out, why is he requesting such a feature, option, or service upgrade?
By doing this you find the underlying desire.
Some requests are driven by a real need. Real needs represent real value to your prospect, which you can trade for real money.
Other requests are minor, and designed as warm-ups, or throw-aways to keep the negotiation game going.
When you know the underlying desire, you can effectively counter, and give a softer "no" with an explanation of what you need to get in order to give him what he wants.
The key to effective negotiation is to listen before responding. Patience, calmness, and clarity are the marks of a top-notch negotiator.
Top-notch negotiators know that the entire sale is a negotiation. To find more ways to leverage your prospect’s wants and desires during the sale, get the Persuasive Selling Skills Audio Program today.
You have value to give merely through the act of selling. Don’t give it away without getting something in return.
Sell with Pride,