Truth VII: Become a Master Negotiator

Skill and confidence is an unconquered army.
- George Herbert

Becoming a Master Negotiator is essential to becoming an outstanding salesperson. There are going to be times throughout the sales process where your negotiation skills are going to be required. It is critical that you are prepared to handle any situation that may come your way. There are several important skills you must develop in order to becoming a great negotiator. First, you have to TIP the scales in your for by learning how to negotiate. Next, you must learn how to trial close and overcome objections. Finally, you must know how to close the deal. If you’ve done everything right throughout the sales process, closing the deal becomes a natural result of a job well done.

Time is one of your best negotiating tools. People value what they have invested a lot of time in. If your prospect invests a lot of time with you it will be harder for them to walk away. Also, make sure you have enough information before you negotiate and that you know what the other person wants, what his or her expectations are and how much they are willing to compromise to get what they want. Going into a negotiation meeting with the feeling of power and control is also critical to success.

Before negotiating, remember that there are three important criteria that will ultimately induce your prospect to say yes.

Four Important Buying Criteria:

• Time: People have a hard time walking away from anything in which they have invested a lot of time.
• Information: Make sure you have enough information about the customer and their expectations before you negotiate.
• Power: Power is in the mind. If you believe you have it then you do.