Do you view sales and negotiation as separate functions? All too often sales people do and all too often they are not. Selling is about assessing and building value; negotiation is about dividing the value – they happen together.
Good negotiating outcomes begin with and depend on value-oriented discovery and selling.
To increase negotiation results:
- Ask more questions to identify client problems and challenges correctly.
- Understand customers’ perceptions and priorities around value and how much your solution could benefit them in terms of saving time and money.
- Negotiate for the best outcome rather than concede on price at a customer’s first objection.
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