Negotiating can be one of the highest tension moments in a sale.
Whether it is or not for you depends entirely on your attitude.
Yesterday I negotiated a contract for a new office space.
My wife picked up the contract for me in the morning, and then I sat down to read it before meeting with the property manager.
Uggh. This thing was pages and pages of small boilerplate print, with lots of options and checkboxes.
After spending a considerable chunk of time reading through this thing, I called the property manager and set an appointment for the afternoon to review the agreement and the "questions" that I had.
Most of the doc’ turned out to be fine. Lots and lots of legalese, but most of it was reasonable. There were a few key things though that could have cost me hundreds of dollars had I let them go.
So I didn’t.
I went into the meeting smiling and friendly, yet I quickly got down to business.
The property manager was an "all business" type of woman, so the best way to get and stay in rapport with her was to get right down to business. Such types don’t like to waste time on small talk during their business day.
We talked through all of my questions and points that I wanted changed. Most of what I wanted changed I got. One item she explained to point where it didn’t seem to matter so I let her have that win and kept it as it was.
All in all it was a successful negotiation, and we’ll be moving in about 3 weeks.
In preparing for your next negotiation, here are the principles I keep in mind to get the best outcome possible:
- Know your "deal or no-deal" walk-away position on every item.
- Raise a few red-herrings for them to win that you can easily "lose" on.
- Check your emotions at the door. Remember that there are always other deals out there to close and other options available to you for almost everything in life.
- Act like you don’t really know what you are doing. By taking an innocent and slightly ignorant stance, you will disarm any tendency your prospect might have to be aggressive or combative in the negotiation.
The less attached you are to what you want, the better a negotiator you will be.
The truth about selling and negotiating though is that the entire sale is one long negotiation.
Once you truly "get" that last point, you will be on your way to big success in selling.
Sell with Pride,
Shameless Shamus Brown
P.S. Discover the powerful sales and negotiating skills I teach in the Persuasive Selling Skills Audio Program now.