Sales Success: Negotiating the Do’s to Win

Mark Hunter “The Sales Hunter”

What do you need to DO for negotiation success?  If you want the best selling skills possible and stellar sales motivation, you need to remember these when negotiating:

• Negotiation is the process of discussing ways to find a bigger solution for both sides.
• Aim high.
• Understand who has the power and how you’ll counter it.
• Negotiate with people who are able to negotiate with you.
• Ask lots of questions.
• Be patient – time can be power.
• Empathize, but do not sympathize.
• Keep communicating to advance relationships and the negotiation objectives.
• Avoid confrontation.  Never allow the negotiations to become personal.
• Know who you’re negotiating with.
• Give some on time.
• Know when to leave comments alone (the use of silence).
• Take notes.
• Expect the unexpected and rehearse.
• Maximize the value of your concessions.
• End negotiations positively.  Think how to make the outcome a bigger win for both sides.

Mark Hunter, The Sales Hunter, is author of “High-Profit Selling: Win the Sale Without Compromising on Price.” He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales. To get a free weekly sales tip, visit www.TheSalesHunter.com. Read the first chapter of his instant-classic “High-Profit Selling” here.

Copyright MMX.  Reprint of this article is permitted if the above paragraph is included.

To listen to an elaboration of this checklist, click Negotiating the Do’s to Win or it can be downloaded through iTunes.