SKILL


A Step-by-step Way to Sharpen Your Sales Negotiation Skills


THOMAS P. REILLY


A professional salesperson negotiates everything – from appointment times to the selling price to the service contract.


For those who understand negotia- tion, the process can be as enjoy- able as the end result. Even though sellers and buyers work from separate agendas, negotiation usually results in more equitable settlements. It’s the way to conduct business, and these six ideas will help you hone your sales negotiation skills.


6 | MAY 2017 SELLING POWER © 2017 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


1. BE PREPARED Knowledge is power. The more knowledgeable and prepared you are, the better the solution you’ll create. Review what you already know about the customers. What will they ask for and what concessions will they make? List your demands in advance. Know what you must have versus what


you would like to have. In what ways are you flexible? What are your limits of authority? How much bargaining is permitted? There is a direct relationship be- tween your preparation and the results you achieve. The more front-end time you invest, the greater the return.


2. PROACTIVELY PROBE Ask questions early in the negotiating process. Determine the buyer’s wants and needs as soon as possible. Are there buyer absolutes? Probe with a focus on customer


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