Very often, negotiations are won or are lost in the preparation as well as the level of knowledge and clarity of objectives. A well defined before reaching any agreement strategy ensures you to negotiate such as large. But the preparation not can performed randomly and a pas pis, because not only essentials is to make sure that one wins the negotiation, but also having a plan B in the event that things do not go as one expects. Before entering material on the 3 steps that take you to negotiate in an exceptional way, I would like to comment briefly on you to fully secure you’ve differentiated your product and service based on the benefits. Otherwise if your offer has presented it only on the basis of the characteristics or qualities of what you’re selling, then you are in full competitive disadvantage! It is here where the client is in a situation of power, because he will go to negotiate on the basis of price, and your situation is completely vulnerable. And this really is not a negotiation because you no longer have any weapon to negotiate. Step 1. Clarify and harmonize the objectives is clear that the best type of agreement that can be reached in a negotiation is of the type win – win, where one customer and how commercial WINS WINS.
To achieve this it is important to help our customer to clarify their goals. It is also important to understand what you want through the information it is giving in the negotiation. For this reason, the negotiator speaks less than it does speak. I.e. all commercial must handle masterfully craft know ask and use excellent active listening techniques among many others as that they are dealing with in our online sales training program to transform you into an exceptional shopping. Customer need their ideas and we can regularly summarize information obtained is accomplished with these techniques.