| Sales Training Tip: Obtaining What You Want From Your Sales Calls Through Efficient Negotiation Skills In Sales training programmes, negotiation skills are often missed altogether. You could say that the reason most of us feel the need to negotiate with anyone else is so that we can find a way to get what we want. Being human, most of us believe that our viewpoint is very important and that everyone else should at least consider seeing things our way. If you had no desires or requirements, there would be little reason for you to negotiate with anyone. If sales courses don't always teach persuasion skills, how then can you convince other people to favourably consider your recommendations? Believe it or not, there is a science supported by more than 60 years of research that has informed our knowledge of the use of persuasion to meet our needs and wants in sales negotiation. The world's leading authority on the science of influence, Dr Robert Cialdini, has identified 6 principles of persuasive communication in his investigative efforts: Reciprocation Liking Commitment & Consistency Authority Scarcity Social Proof Whilst persuasion will always be an art, it is incredibly helpful to use the power of the 6 principles identified by scientific investigation to maximise your odds of convincing others to give you what you really want. Let's start by closely looking at what I believe to be the most important principle from a negotiation point of view - reciprocation. Reciprocation means that we return to others the form of behaviour that they exhibit towards us. If you have done me a favour, then I should help you. If you invite me to your birthday party, then I should invite you to my birthday party. If you make a concession to me, then I should make a concession to you. So what does this mean to you and how can you employ it to get what you would like? Here's how: Ensure that when you start a negotiation you ask for a little more than you would like to receive. Let's say you are trying to sell a widget and you are planning to obtain $ 100 for the widget. If you want to deploy the principle of reciprocation, then you should commence by requesting a little more - let's say by asking for $ 105. If your counterparty does not agree to handing over $ 105 for the widget, then you are able to offer a concession by reducing your price to $ 100 in return for your counterparty also making a concession to you. A concession that your counterparty could make in this case could be to pay you immediately on the spot or to pay for shipping etc. The key is for you to offer the concession - don't wait for your counterparty to make a concession. Just make sure that you use the word 'if' when you make your concession: "If you are prepared to hand over the cash right now, then I could reduce the price from $ 105 to $ 100". This way you give an indication to your counterparty that you are willing to be flexible and you will now significantly increase the likeliness of them also being flexible and offering a concession in return. Just be sure to use this principle 'in the moment' whilst you are negotiating. If you went away from a negotiation to reconsider your proposal, your counterparty will be more likely to regard your amended offer as a new proposal, not as a concession. Your Insufficiently Developed Business Negotiation Skills Capability Could Cause Critical Negotiation Interventions To Fail Due To Inappropriate Planning The main reason to a profitable business negotiation result is the quality of your planning. If you don't plan, prepare to fail and expect to not reach your goals. Industry Breakdown: Using Your Negotiation Skills To Guarantee Your Stability In times of market instability, it is advisable to move away from price as the key negotiation factor and concentrate on 'loss framing', creating more alternatives, reciprocation and value in order to reach agreement and realise your objectives in negotiations. Enrich Your Negotiation Skills By Discovering The One Thing That Separates The Novice From The Professional Negotiator During A Negotiation Deal Understanding your counterparts interest in your negotiations is one of the most imporant elements to attain and ensure profitable, gratifying and long term business relationships. Sales Coaching For Today's Business Condition Sales coaching is a tool of modern day sales and was totally unnecessary in days gone by when people frequented local businesses in their small towns as a matter of course. Because of limited opportunities and means of travel, the local hardware store and grocery were usually the first choice for most people's needs Sales Coach To Improve Your Sales Staff Whether you are starting your own business or you have a well established firm, increasing clients and sales are the most vital things needed to keep a business growing. To achieve the best business results, you should hire a sales coach. Using Negotiation Skills During The 5 Stage Program To Ensuring Lucrative Deals In China In order to achieve success in your business negotiations in China, you will have to understand that as an outsider, doing business is completely different than what most people are familiar with. Proper Negotiation Training Can Illustrate That Failing Can Be Better Than Winning Instead of indicating to your opposite number that supporting my offer will assure a deal, it may be even better to say and specify what they are going to squander if they do not support it. Related Posts
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