Sales Training Journal

Negotiation is woven into our daily lives, whether we’re deciding on a meeting spot with friends, negotiating a deal with a customer, navigating a disagreement, or compromising with work colleagues. Successful sales negotiation outcomes are driven not by “natural talent” for negotiation, but by a combination of critical thinking and behavioral skills; therefore, developing both is critical for everyone. We negotiate far more often than we realize, sometimes with ease, other times facing unexpected challenges. Whether discussing the price of a product or trying to resolve a customer issue, we often discover that emotions and expectations influence the outcome just as much as strategy does. While much advice exists on how to become a ‘winning sales negotiator,’ the real experience is rarely as simple as it appears in step-by-step guides. Unlike many resources that focus solely on tactics, in this article we use scenarios and the f...

Negotiation is key to securing more customers, raising profits, and avoiding lost business, but it’s a tricky skill to master. Any type of negotiation boils down to finding common ground with another person or group, reaching a mutually beneficial agreement, and establishing trust in that relationship. Whether you are negotiating a salary raise, closing a sales deal, or buying a new car, understanding the principles of effective negotiation can help you achieve your goals and save money in the process. To do that, you’ll need practical advice that can help you further your goals. Be Prepared for Negotiation Before you start negotiating, it’s crucial to do your homework. By gathering as much information as you can about the upcoming deal, you’ll be able to walk into the negotiation with confidence. Perform market research, gauge the other party’s interests, and focus on how it affects the bottom line of both parties.  The more you know, the better equipp...