Negotiation and overcoming objections go hand in hand, right? Not necessarily. Change your mindset from “overcoming” to “collaborating” and you’ll see that your negotiations lead to relationships, connections, and respect rather than a tug-of-war around your prospects’ points of view.
Collaborate on prospects’ concerns rather than overcoming objections for win-win negotiations.
- Ask questions to help prospects see how to move forward on their own terms.
- Ask prospects to look at their challenges in different ways and to consider issues they may not have anticipated.
- Help prospects to figure out what combinations of strategies could work in solving their challenges.
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