Sales & Marketing Authority, Bestselling Author & Business Motivational Speaker

So you’ve managed to land an appointment with the head decision maker at XYZ Coropration and you’ve spent hours preparing your sales presentation. What will you do if, at the end of your presentation, you present your price point and the decision maker decides he wants to negotiate. Will you be prepared or will you stumble over what you thought was a fair price model to begin with?

Before you head out to your meeting, take the time to consider the following strategies and tips:

• Prepare for and assess the objectives – your objectives in presenting and the objectives the decisio maker wishes to achieve by listening to you. Do you both have similar goals?
• Decide for yourself in which areas you are willing to be a bit flexible when it comes to the development of a contract or long-term business plan.
• Plan your approach in advance and be prepared to follow a relatively set sequence of events.
• Take the time to discuss your position with your prospect. You may both have different positions or issues but if you take the time to work through them you may find yourselves on common ground.
• Create a positive work environment. Don’t lock yourselves up in a small office for hours on end. Make it a lunch or dinner meeting or find some other welcoming yet neutral ground from which to work.
• Listen very carefully to everything your prospect says and be prepared to question anything and everything you don’t understand.
• Make your proposal and specify what you want or expect.
• Compromise, if necessary. Make sure that any compromise results in a win/win situation for both parties.
• You may need to bargain in order to come to a compromise. Ask for the things you want and be prepared to modify your expectations if need be.
• Never concede without a fair trade.

These negotiation tips will apply whether you’re the salesmen or the prospect. Learn to apply them in all areas of your life and you’ll be even better prepared when faced with any type of negotiation – whether in sales or not.

Sean

Sales Expert - Marketing Consultant – Motivational Speaker