Years ago, a famed negotiation trainer pronounced, “Everything is negotiable”, and I learned this to be true. However, sales techniques will increase your negotiation success rate.
Increasing your negotiation success rate
The first step is not to sell or negotiate but instead to understand fully why you are holding a conversation. What is their perspective? For example, why do they need a new vendor, why is the car for sale, why is the job available: ask why, why, WHY.
Most people have the most difficulty with step two: listen and clarify. Draw out all the details. Ask additional questions to gain full meaning. And if you don’t understand something, it is essential that you ask for an explanation. Once the details are all revealed, you are ready to proceed.
Sometimes negotiation pops up unexpectedly and we need to clarify too. When an objection arises, agree with it and then put your perspective on it. This is referred to as “re-framing.”
For example, ten of us met for dinner at a nice restaurant. Given some people eat little while some eat a lot, and others love their alcohol, I asked the waitress if she would provide each couple a separate check. Her reply was, “it’s too difficult for the kitchen.” The simple sales induced response was, “yes, it may be more difficult for the kitchen, but we are the customers.” Recognizing a bill and tip were now in question, the waitress agreed to our request.
“John” congratulated me on the simple phrasing and logic. Although an elderly man, he said he never once stood up for himself in a similar situation but now he knows how to respond. Two days later, he recognized his new roof was being installed by cutting corners. The edges did not align correctly. He asked for it to be fixed, but the roofer said “It’s good enough.” John replied, “”Yes, but we are the customers.” Recognizing referrals and testimonials were on the line, the roof was promptly fixed.
Have a story to tell
The best sales technique is to have a compelling story whether two minutes or one sentence that will persuade the other party that you are the best asset. You will resolve the problem, make their life better or possibly bring profit to their company.
Here is an example of what a compelling statement might look like:
Helping “Nancy” coordinate an event, she suggested we add an additional hour of unlimited alcohol to what was already in place. My argument was not one of cost or the free alcohol detracting from the event, but of potential liability. I exclaimed she did not want people getting crazy drunk and then in an accident driving home. Her idea was pronounced dead upon delivery of the one sentence. The argument made complete sense. It was compelling and no sound counter-argument in favor could be made. We found complete agreement.
The object of negotiation is to find complete agreement where possible. No one should feel taken advantage of or resentment will come about. When you work to find a good conclusion for all parties, your personal brand becomes, “easy to work with”.
By developing this recognition, your clientele will become your sales-force by applauding your effort and sharing with everyone they know. Your negotiation skills and future endeavors are now on the wave of the Smooth Sale!
Author:
Elinor Stutz, CEO of Smooth Sale, LLC, was included in the international list of “Top 25 Sales Influencers for 2012” by Open View Labs and is the author of the International Best-Selling book, “Nice Girls DO Get the Sale: Relationship Building That Gets Results”, Sourcebooks and HIRED! how to Use Sales Techniques to Sell Yourself On Interviews, Career Press.
