I always tell salespeople to not enter into a negotiation phase too quickly. Concentrate on selling first, and only turn to negotiating if the circumstances warrant it. Even then, some helpful tips can ensure the negotiation process goes smoother than if you weren’t prepared.
One of the tips I always recommend is never put anything into writing unless you are prepared to live with it. Once an item is in writing, it becomes an anchor either for you or the customer. This is especially critical when negotiating with a professional buyer who will use anything put into writing as leverage. Not only do you need to live with what is put into writing, you also need to be able to willingly follow through. So, it’s not just a matter of being “okay” with what you and the customer have agreed to. It is truly about knowing you have the resources, confidence and positive attitude to support the agreement going forward.
For more tips on Negotiation, check out some of my sales articles that address negotiation.
Copyright 2010, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.