In continuing the series on the 6 Step Sales Process, we have posted about the 22 Ways to Prospect and Develop New Customers ,  Qualifying Opportunity and Potential and How do you analyze your prospects and customers needs?

Negotiation  is a step that always proves to be either fun or a big pain. Negotiation is a natural part of business. People just seem to think that the price asked shouldn’t be the price agreed to! The end result of  negotiation should always be a WIN WIN outcome! Negotiation is about shared value, mutuality, cooperation and agreement.

Price is not the only aspect that lends itself to negotiation. In fact it should be the absolute last aspect, if it gets to that.

If you have a valuable product or service, you have a track record delivering it and are highly recommended, then negotiating price means you haven’t sold people on that value.

Negotiation is kind of a sport and a game. Both parties want to benefit and should!  You need a strategy, plan and tactics. Be prepared, keep it light and be prepared to walk away. That seems to always work for me at a car dealer!

Consider these aspects for negotiating that can be very effective and add value to the transaction. Figure out before going  into this step what you have and are willing to negotiate with.

Can you work with the delivery time?
Can you upgrade the version?
Can you include another item for value add?
Can you deliver other qualified referrals?

The key in negotiating is clearly defining “your value” and why they need you to be the solution to fill a need or pain and that your value proposition is fair for what they are getting!

Make sure in the prior steps that you clearly define and present that value. Be patient, don’t rush through this step to get to the “close”.  Be thorough, cover all the basics and make sure you have taken the information in your needs analysis and are using it to give prospects what they need and want.

If you succeed, then the relationship has the best chance of growing into a long term, mutual and productive one.

Check out this Negotiation Guide from Justsell.com.

Remember the ‘Negotiation Step’ has a before, during and an after!

For more resources and information about sales visit us at Train with Shane.

Now, “go sell something”………….justsell.com