You’ve invested months with your account and are about
ready to close. But even
after all of your hard work, your customer wants a
discount before he signs.
Could we have done better to uncover the bases during
the sales process to avoid
this last minute negotiation? Remember that while
negotiations typically arise at
the end of a cycle, it should be an activity that begins
at the start of the sales cycle
and continues to the end. A couple of key rules for
successful negotiations:
1. Negotiation affects long-term relationships. What you
do now with your
customers can affect the opportunity to continue to win
business in the
future.
2. The solution still needs to satisfy the customer’s
business goals. This
includes business challenges and personal interests that
may or may not
be readily visible within the sale.
Introducing your strategy for negotiation early on
allows customers to see that
your goal is to ultimately arrive at a solution that is
good for both parties. When
you indicate that a Win for them is a Win for you,
customers are likely to provide
you more access to their business challenges,
motivations and other factors that
could
influence the success of your sale.
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