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Second part of our series of articles on customer conversion. In this article we will focus on the negotiation for sale. What is it and how can the process be improved? What are the most common mistakes? Let's see it: Sales negotiation is a delicate matter, whatever the subject to be negotiated, but especially for new companies. There are those who understand negotiation as a blind path in which you do not know what you can find. In a negotiation, should we focus on the product, the price, or the needs/wants of the customer? How to find a balance between short-term results and long-term relationships? This article is the second in a series of three posts on customer conversion. The first part about the sales process and the qualification of prospects can be found here. The third on closing sales is also now available.

Deciphering the Negotiation Process in Sales The fundamental rule of a sale negotiation is always the same, it does not matter if you are negotiating with collaborators, clients or investors. It's not about beating an opponent, it's about creating the best Phone Number List possible deal for both of you. It is about understanding the other party and making yourself understood. The key? Set and determine the value of what you are offering, reach a consensus and that all parties to the negotiation feel happy with the deal and seek to reach a "win-to-win" relationship.sales negotiation People think that a sales negotiation is always about prices and discounts, but price is not what normally makes a customer buy. The key aspect is always the value of the proposition. What does your client need? What tangible difference does your proposal have.



Remember: It is better to negotiate once you have established a consensus between both parties than to try to "win over the other party" only to have them buy you for something that neither you defend nor he needs. 5 key failures 1. Not talking to the decision maker Once you have entered into a business negotiation, it is mandatory to be talking to someone who has the power to make the decision. You can't waste time (call it motivation, money or whatever) on someone having to ask her boss all over again, because you will be out of that conversation and the value of your proposal will be partly lost. 2. Not preparing for the negotiation To have a position of strength in sales negotiations, you not only need to know the product or service well, but you also have to do a thorough investigation of who you are negotiating with (your buyer).