<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=290086984736480&amp;ev=PageView&amp;noscript=1">
word-map-thumb

The Alternative Board Blog

Key Negotiating Tactics Your Sales Team Should Have

Apr. 9, 2018 | Posted by The Alternative Board Worldwide

Businesses with expert sales teams sometimes find themselves on a mystifying string of bad luck. Their sales professionals identify and qualify promising leads, even have a series of discussions with these prospects—only to end up with nothing to show for it.


One possible cause for the inability to close a deal might lie in a tactical misconception of what “negotiation” means.

Engaging with a prospect and finding ways to secure an agreement can be complicated and easily derailed. That’s why every salesperson should thoroughly grasp the idea that negotiations “are termed successful when real and perceived differences are adjusted while preserving credibility, customer value, and profit margins.”

So how can you master the art of negotiations and make the sale that’s so important to your business? Here are tips for salespeople to keep in mind:

Establish value in the prospect’s mind. Your would-be customer will be more receptive if you’ve already laid the groundwork of value. Long before actual talks begin, send the prospect valuable content he or she might not otherwise have, as well as information on how your product or service can dramatically benefit that person’s company in the long run. Establishing value beforehand generally makes a prospect more willing to enter into sincere negotiations.

Know what you’re prepared to give up. It’s fruitless (and can be self-defeating) to enter a sales conversation without knowing your bottom line. Don’t rely on spontaneously offering an exclusive discount or some other “value-added” concession in order to seal a deal. You may end up giving away more than your business can hope to get. Prepare with “strategic concessions” in mind before talks begin.

When offering a concession, ask for something in exchange. It’s not much of a negotiation if you offer key concessions and get nothing in return. As the back-and-forth talks proceed, ask for more favorable payment terms, a bigger initial order or arrangements for repeat business. What appear like significant concessions at this initial stage might yield greater opportunities for up- and/or cross-selling at a later time.

Always remember, negotiations aren’t personal. Just as you enter negotiations with clear-cut business goals in mind, so does the person on the other side of the table. Just like you, they’re looking for the best possible deal. Therefore, getting too defensive or emotional will harm your chances of achieving the desired goal. Focus on being patient and being willing to see things from the other person’s perspective. Business is business, and the prospect’s demands “do not reflect on you as a person.”

Don’t be afraid to say “no.” A salesperson’s instincts generally tend towards always being agreeable with the prospect. But saying no is an integral part of every negotiating session. Of course, it’s vital to do so at the most appropriate moment, and in the most courteous way possible.

Be prepared to walk away. As much as you may want to close a particular deal, there are times when negotiations end up in a place that can negatively impact your business. A prospect who’s too demanding or unwilling to budge from a specified price might not be worth your company’s efforts in the long run. As HubSpot notes, “A customer who only agreed to sign if the contract was radically amended or the price was drastically dropped is bound to cause problems down the road.”

Negotiations aren’t easy. They demand maturity, self-control, strategic preparation and an ability to listen closely. Salespeople who cultivate these traits will see their success rates go up as they become better practitioners of this delicate craft.

Want to learn more about sales and negotiations? Find out if a TAB Board is right for you!

 

Read our 19 Reasons You Need a Business Owner Advisory Board

DOWNLOAD

Written by The Alternative Board Worldwide

Related posts

How to Manage Your Mobile Workforce

Jul. 16, 2018 | Posted by The Alternative Board Worldwide
The American workforce is changing the nature of “work” as we once knew it. The days when employees absolutely had to work at a desk, in an office, are long gone. While many businesses still insist...

CEOs Save Time by Learning to Say “No”

Jul. 2, 2018 | Posted by The Alternative Board Worldwide
  Learn to Say No!    How many times in a day do people approach you or your gatekeeper with a request, suggestion or some other time-consuming appeal? Like many other business leaders, your first...

Save Time with Fewer (and More Productive) Meetings

Jul. 2, 2018 | Posted by The Alternative Board Worldwide
For most companies, there’s no way around having meetings as a way to conduct day-to-day business. At the same time, it’s hard to find any CEO or business owner who doesn’t experience frustration at...

Differentiating Between “Urgent” and “Important” Saves You Time

Jun. 29, 2018 | Posted by The Alternative Board Worldwide
Urgent? Or important? Take a moment to look back on what you did today in your role as business owner or CEO. How much time was spent reacting to an urgent issue or crisis someone brought to you,...

A Quick Guide to More Efficient CEO Time Management

Jun. 27, 2018 | Posted by The Alternative Board Worldwide
Most CEOs and business leaders understand on a gut level that there aren’t enough hours in the day to get everything done. They also know that time, (and the management of their time!), probably the...

The Right Feedback Can Boost Employee Retention

May. 29, 2018 | Posted by The Alternative Board Worldwide
Among the many skills a CEO or business owner should possess is the ability to provide constructive, meaningful feedback. Employees at every level of an organization want to do the best job possible,...

6 Tips on Turning Great Employees into Outstanding Leaders

May. 29, 2018 | Posted by The Alternative Board Worldwide
The current job market is so tight and competitive, why make it any more difficult to recruit and retain the right people for your company? Too many businesses focus on getting bodies into open...

Is “Emotional Marketing” the Best Way to Connect with Customers?

Apr. 24, 2018 | Posted by The Alternative Board Worldwide
According to the Small Business Association, “All humans feel four basic emotions: happy, sad, afraid/surprised, and angry/disgusted.” Of course, no business wants to spur feelings of disgust or...

5 Tips for Monitoring Your Competitor’s Marketing Strategy

Apr. 23, 2018 | Posted by The Alternative Board Worldwide
 No matter how unique their product or service, every business has a competitor (or more than one). This is probably a good thing because it means no CEO or business owner can become complacent or...

How to Motivate and Recognize Your Sales Team

Apr. 10, 2018 | Posted by The Alternative Board Worldwide
  Assembling a high-performing sales team is challenging enough, but that’s just the start of any focused sales effort. With quality salespeople in place, the next task is determining how best to ...