Sales Negotiations |
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Are your customers pressuring you to negotiate earlier in the sales cycle? Do you find yourself making more concessions to win business? Are you making concessions without getting anything in return from your customers? Perhaps your negotiations are becoming increasingly frustrating or even acrimonious? While most sellers talk about “win-win,” few really know what it means or how to achieve it. They don’t know how to establish common ground or isolate negotiable issues. They don’t adequately prepare for negotiations. Furthermore, sellers typically negotiate too early and wind up having to make concessions to win business. Or sellers will resort to tricks and personality in a vain attempt to counter customer demands for lower pricing and other considerations. As a result, negotiations become a battle of wills, in which the customer is usually the winner—and for good reason. The seller has given the customer no reasonable alternative. Great sellers never mistake selling and negotiation as being the same thing. Furthermore, they have a clear sense of where one ends and the other begins. As revealed by Huthwaite's study of real-world negotiations, great negotiators use very specific behaviours that are observable, repeatable and measurable. The best negotiators have an acute sense of when each behaviour will be most effective. Huthwaite combines its understanding of customer value and these negotiating behaviours to help sellers attain genuine "win-win" negotiations. We enable sellers to:
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