There is little doubt. You cannot be a successful salesperson without also being an effective negotiator. So why is there such little talk of this correlation? Well, I suspect that it has a lot to do with the nature of salespeople. Salespeople like closing deals, not passing them by. Salespeople win a lot of business by being pleasant to work with. Just the word, 'negotiation' sounds like a bomb... ticking... about to explode.
In some cases, salespeople may never find themselves walking through the forest of a daunting negotiation. Some salespeople sell certain products and services that are simply non-negotiable. Other salespeople are not empowered with the authority to negotiate with their customers / prospects. In any event, if you do find yourself at the negotiation table... there are some rules of thumb that we suggest you follow to be more effective.
First, it is important that you understand the value in negotiating. My clients know how near and dear The Challenger Sale by Brent Adamson and Matthew Dixon is to me. In their breakthrough study, Adamson and Dixon noted that one of the fundamental characteristics of top performing sales professionals is their ability to "take control of the sale." This my friends, comes down to the rep's ability to negotiate.
In our usual fashion, we try to our best to provide simple solutions that help salespeople become more effective and ultimately... more successful. Below you will find a wallet-sized card filled with negotiation tips. The PREPBAR model is especially helpful as we try to remember the steps of negotiating. Many of these techniques were taken from David Oliver's How to Negotiate Effectively.
Click the image below to download a PDF version of the card. Take a screenshot and save it to your phone. It's yours for the taking!
Reece Theriot, MBA
“We were put on this Earth to love; by loving, we serve others; by serving others, we create value; by creating value, we form successful ventures; by forming successful ventures we contribute to the advancement of Creation which pleases the Creator.”