Negotiation as Part of Selling

Some salespeople believe that selling is pretty much a black and white proposition. They qualify and present their solutions. If the buyers don’t say “yes,” they assume there’s no sale. They don’t even consider or prepare for negotiation as part of selling.

NegotiationNegotiation is a huge part of the sales process. Negotiation points should be included in your preparation for every sales presentation. Lack of agreement on the terms of a sale kills more sales than having a solution that’s not good enough. The key is to come up with negotiation points that will win you business, and be acceptable to your company.

Many companies provide their sales teams with negotiable points and specific parameters for each of those points. If your company provides that, excellent! Hopefully, you understand all the points and are using them effectively in closing sales.

If your company does not provide negotiable points, it might be wise to draft up a list of possibilities and present them to appropriate people there. Doing so may increase your flexibility in closing more sales.

Here are some examples of points that might be negotiable:

  • Are there fees for added options that might be dismissed if buyers “invest” in-full, up front?
  • Are there various levels of service available such as in-person phone support versus online support-only? Perhaps your buyers could start with something that’s more economical and work their way up to the ideal service you presented to them.
  • Are there discounts for cash? Credit? Financing?
  • Would a deposit today allow a buyer to get your product at today’s investment six months from now?
  • Can you adjust the length or level of warranties?
  • Does your company offer guaranteed delivery by a specific date when investments are made today.
  • What about an automatic extended warranty when deluxe models are purchased
  • Are shipping fees negotiation for purchases made before the end of the current month?
  • Could you offer an extra month of service when the agreement is made today?

It is advantageous to make a long list of points you might use to negotiate because you never know when one of those points will come in handy. The great news is that from your long list of negotiation points, you will discover that two or three of them are most important to your company, and you in closing bigger or better accounts.

To learn more about how to negotiate in the sales environment, read When Buyers Say No, by Tom Hopkins and Ben Katt, releasing April 1. Note: We match Amazon “investments” for books.

Copyright Tom Hopkins International, Inc. and Tigran LLC.

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