how to become an expert in negotiation
Post on 22-Jan-2018
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How to Become an Expert in
with Steve Benson
NEGOTIATION
Power of first impressions
Humans have the intuition to judge people based on physical appearances.
Put your best foot forward,
&Establish a successful tone
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TipsOn a Good
First Impression
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○ Well groomed○ Have a firm handshake○ Arrive on time○ Speak with respect○ Spread positive energy
The
basics
Look put together
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Let the customer talk first It creates trust and
confidence around you www.badgermapping.com
Maintain steady eye contact
Best way to connect with them
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Keep a steady
pace when talking
Lower and raise your voice during certain parts of a sentence
Avoid filler words such as Ahh, Umm, and Like
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Setting the Tone
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Your tone should have an upward inflection.
Encourages collaboration
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Be friendly from the beginning
Build a respectable relationship before
negotiating.
Arrive early and chat with your counterpart
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The
3 F’s - “I understand exactly how you feel about the concerns.
-Many other people have felt exactly the same way as you do when they first hear the price.
-When they take a closer look at what we offer, however, they have always found that we offer the best value in the marketplace.”
Feel, felt, found.
How to use this method
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THE 5 BASICSB2B Negotiation
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Secure the agreement first
What is the point of negotiating when you haven’t set the basic principles with your counterpart yet?
Once you solve the problem, negotiation can begin.
1.
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Equal or better exchange
Build your opponent’s trust early on by
● Having information trade-offs ● Treating them like “one of the members on the team.”
2.
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Additional benefits
Offer something tangible to strengthen your bargaining powerEx : Related services, shorter contract, company gear, appearance on company blog..
3.
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Avoid concession conversation : they lead to all-or-nothing situation.
Lead the conversation towards a trade-off to secure a deal
Trade off vs Concession4.
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Slow down
When offered a discount or valued proposal by the counterpart, verify if the deal is still in line with your company’s principles.
Before closing the deal, make sure it reflects your strategy and detailed reasoning.
5.
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Negotiation question starters
Open-ended questions:
will give you more information about your client.
Close-ended questions:
will lead your client to confirm on
something.
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Words to develop your subject into open-ended questions:
● How would you describe● What factors…. ● Which…...and why?
● What is your opinion on..?
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Think of it as aJoint
Problem-Solving Session
Speak as if you were trying to solve a problem as a team.
Choose words to build relationships and move forward together. www.badgermapping.com
Look for the long term rewardNot the short term benefit
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Cultivate a win-win scenario
Be invested :Create an
obligation to reach the most
successful outcome.
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6 STRATEGIESFor Negotiation
via HubSpot
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Focus on Interests, not Positions
Interests are the outcome that can benefit someone
Positions refer to your stance on a particular
topic.
Determine the counterpart’s interests to offer a persuasive
solution
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Create “if-then” scenarios and backup plans
Create an “if-then” list to counter their arguments and to
mitigate their fears.
Have a backup plan to secure the next
best alternative.
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Negotiation is ART
Creative
solutions address
the “why” to
every problem
and open the door
for more
conversation.
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Put Yourself in Your Client’s Shoes
Understand what your opponent wants and prepare ahead of
time solid answers to his potential questions.
Be human and sensitive to guide the conversation towards a win-win deal
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Always present yourself in a character that best relates to your counterpart.
Research the company atmosphere to prepare yourself for physical cues, verbiage, or punctuality when meeting up.
Notice the
Cultural Elements
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Prepare your Team
Set clear rules everyone will follow as well as
speaking/questioning time to respect during
the negotiation
Make sure you take time to help everyone get onboard.
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When there is a strong competitor…
Identify if you’re the best choice for your customer.
Determine the best negotiation strategy accordingly
Evaluate your
Position
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If you are the best choice...
Stick to your guns and resist negotiating prices
If they’re looking for the lowest-risk product/service, then you’re what they’re looking for.
Being your counterpart’s best choice empowers your negotiation
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If you aren’t the best choice...
Don’t keep offering
discounts to make your offer more attractive
Focus on presenting your
product in a more attractive way so
that it becomes the first choice, price
aside
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When Discussing Prices… KNOW YOUR VALUE
It’s easier to compare the price than the value of different products or services
Identify the benefits your customer gain when purchasing your product www.badgermapping.com
Wise agreement
Fair agreement
The best outcome isn’t always the fairest : prefer a wiser agreement than benefits
more both parts www.badgermapping.com
Learn How to Overcome Sales
Objections
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Let us know if you want us to cover a certain skill.
Comment below!
We appreciate you taking the time to
invest in your skills with our deck.
Badger Maps is an app that helps Field Salespeople be more successful.
Check it out at www.badgermapping.com
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