Sales Results Media
Negotiating
Negotiation is one of the most mysterious and potentially complicated aspects of sales. Unfortunately, most sales professionals have never been properly educated in the art of negotiation. It’s commonly thought that whoever wins the most concessions, wins the negotiation. This couldn’t be further from the truth in sales. There are three types of negotiating that can occur, with only one generating the most desired outcome when negotiating.
The first type of negotiation is competitive. This is the most common form and typically consists of one person who wins and one who loses. There is little trust between the two parties and in most cases they are trying to BEAT one another to obtain the most concessions. The obvious problem here is that the best relationships are based on trust and fairness. In this competitive state, it is almost impossible for the parties to build an on-going and successful relationship. Try to visualize this form of negotiating as two people sitting across a table from each other or two boxers facing each other in a ring with their fists up in the air.
Another type of negotiation is cooperative. Here, the two parties are more comfortable with each other. There is more trust present and the parties are more likely to give and take concessions in order to make the negotiations fair. Cooperative negotiating is much better than competitive because there is a chance that both parties may leave the table with a win under their belt. Here, we may visualize the individual sitting across from me moving over to the seat to my right.
The third and best form of negotiation will always be collaborative. Here, the two parties are working together as partners to come up with the best win-win outcome. They want each other to be happy and successful. If you find yourself working out the details of your proposal with the prospect, you might be there. In this scenario, visualize the two parties sitting on the same side of the table working out the details together in good faith.
The determination of whether the negotiation is competitive, cooperative or collaborative is well within your control. By using a sales process that develops trust and rapport, you will be building a strong relationship, based on trust and fairness. Your ability to ask questions and uncover the prospect’s needs and desires will assist you in making the negotiating almost effortless.
The first type of negotiation is competitive. This is the most common form and typically consists of one person who wins and one who loses. There is little trust between the two parties and in most cases they are trying to BEAT one another to obtain the most concessions. The obvious problem here is that the best relationships are based on trust and fairness. In this competitive state, it is almost impossible for the parties to build an on-going and successful relationship. Try to visualize this form of negotiating as two people sitting across a table from each other or two boxers facing each other in a ring with their fists up in the air.
Another type of negotiation is cooperative. Here, the two parties are more comfortable with each other. There is more trust present and the parties are more likely to give and take concessions in order to make the negotiations fair. Cooperative negotiating is much better than competitive because there is a chance that both parties may leave the table with a win under their belt. Here, we may visualize the individual sitting across from me moving over to the seat to my right.
The third and best form of negotiation will always be collaborative. Here, the two parties are working together as partners to come up with the best win-win outcome. They want each other to be happy and successful. If you find yourself working out the details of your proposal with the prospect, you might be there. In this scenario, visualize the two parties sitting on the same side of the table working out the details together in good faith.
The determination of whether the negotiation is competitive, cooperative or collaborative is well within your control. By using a sales process that develops trust and rapport, you will be building a strong relationship, based on trust and fairness. Your ability to ask questions and uncover the prospect’s needs and desires will assist you in making the negotiating almost effortless.