Negotiation Strategies

Unfortunately, some prospects see a sales call as an intrusion upon their day, and an interruption from the important things they want to be doing. Unless, of course, they see you as vital to providing the answers hey seek, the products they want or the solutions they need. You must avoid coming across as an intruder, a beggar or a time-waster.

Building trust with the buyer is based on the proper approach and not dominating the conversation.

In professional selling, building trust is far more important than just being liked. A fatal flaw for salespeople occurs when they believe that they need to ‘sell themselves’ to the prospective client. This is not correct; it is ‘old school’ and leads salespeople to eventually overselling themselves and loosing the trust of the prospect. Read the rest of this entry »

Business negotiation strategy has a wide range. However, there are different strategies in each stage according to the practice.

2.3.1 The strategy of the first phase
a. Consensus-style
Apply: there is no business between the two sides before; their strength are close for the first contact.
Practice: he uses of diplomatic language, and chooses a neutral topic, with the attitude of respect for each other, neither overbearing nor servile.

b. Frank style
Apply: the two sides had business dealings before, and a better understanding of each other. Their relations are very good; and strength is less than the other negotiators.
Practice: he gives a sincere, passionate talk about the friendly and cooperative relations in the past, and frankly takes the views of one’s own statements as well as the expectations of each other; and frankly show one’s own weaknesses Read the rest of this entry »

Are you approaching all your commercial negotiations with a standard approach? Should you only use a win/win approach to negotiations?

Traditionally, negotiated outcomes can be classified into one of the following categories:

* Lose/Lose (all parties lose)
* Win/Lose (I win and you lose)
* Lose/Win (I lose and you win)
* Win/Win (we both win – could also be described as compromise)
* Win More/Win More (we unlock synergies – could also be described as being collaborative) Read the rest of this entry »