SKILL


Six Steps 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. Those who understand negotiation know the process can be as enjoyable 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.


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These six ideas will help you hone your sales negotiation skills.


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 between your


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