3 Ways to Increase Negotiation Results

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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