The Art Of Negotiation

Sales is a never-ending art of learning. One should continue to learn and develop new techniques. The world’s ever-changing, fast-paced preference demands a dynamic outlook on how we do sales. One should continually evolve and adapt to new strategies and approaches.

 

People Are Rationale Beings.

People have different priorities in life. When everything is said and done, we yield to our most basic instincts – our carnal need to survive brought about by being logical.

 

Here are some key points to remember —

1. Separate the person/emotion from the problem. Everything is not about you. Do not blame yourself when a sale doesn’t push through. Don’t beat yourself up just because things didn’t go your way. It can be that the timing can be just off or it’s just not the right time yet.


2. Don’t get wrapped up in the other side’s position. Everyone has his/her own opinion of things. Don’t get upset when someone doesn’t agree with you. That’s the fun part of selling! Being able to win over someone to the other side!


3. Work cooperatively to generate win-win options. Keep your prospect’s interest in mind. In as much as you have targets and KPIs, make sure to give recommendations that would best fit the prospect’s business goals. It’s not a one-size fits all thing.

 

Application Time!
Think of time when a prospect/customer got the best of you and made you lose your cool. What triggered your emotion? What could you have done differently?

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