In Sales training programmes, negotiation skills are often overlooked. You could say that the reason most of us feel the need to negotiate with anyone else is so that we can find a way to get what we would like. Being human, most of us believe that our viewpoint is very important and that others should at least consider seeing things our way. If you had no wants or requirements, there would be little reason for you to negotiate with anyone.
If sales courses don't always teach persuasion skills, how then can you convince other people to favourably consider your recommendations?
Believe it or not, there is a science supported by more than 60 years of research that has informed our understanding of the use of persuasion to satisfy our needs and wants in sales negotiation. The world's leading authority on the science of influence, Dr Robert Cialdini, has uncovered 6 principles of persuasive communication in his investigative efforts:
Reciprocation
Liking
Commitment & Consistency
Authority
Scarcity
Social Proof
Whilst persuasion will always be somewhat of an art, it is really helpful to harness the power of the 6 principles uncovered by scientific investigation to optimise your odds of convincing others to give you what you really want.
Let's start by closely looking at what I believe to be the key principle from a negotiation point of view - reciprocation.
Reciprocation means that we return to others the same behaviour that they exhibit towards us. If you have done me a favour, then I should help you. If you invite me to your birthday party, then I should invite you to my birthday party. If you make a concession to me, then I should make a concession to you.
So what does this mean to you and how can you deploy it to get what you would like?
Here's how:
Ensure that when you start a negotiation you ask for a little more than you would be satisfied to receive.
Let's say you are selling a widget and you need to receive $ 100 for the widget.
If you want to use the principle of reciprocation, then you should commence by requesting a little more - let's say by asking for $ 105.
If your counterparty does not agree to handing over $ 105 for the widget, then you can extend a concession by discounting your required price to $ 100 in return for your counterparty also making a concession to you. A concession that your counterparty could make in this case could be to pay you immediately on the spot or to facilitate shipping etc.
The key is for you to offer the concession - don't wait for your counterparty to make a concession. Just make sure that you use the word 'if' when you make your concession:
"If you are prepared to pay me in cash right now, then I could reduce the price from $ 105 to $ 100". This way you give an indication to your counterparty that you are prepared to be flexible and you will now significantly improve the likeliness of them also being flexible and offering a concession in return.
Just be sure to use this principle 'in the moment' whilst you are negotiating. If you went away from a negotiation to reconsider your proposal, your counterparty will be more likely to regard your amended offer as a new proposal, not as a concession.
Is Sales Funnel The Most Effective Way To Create Results
I have outlined the most effective way, that I have discovered to set up my Sales Funnel for my MLM business. I lay out each step for you to easily follow.
1 Easy Negotiation Skills Technique That Will Instantaneously Produce Improved Negotiation Results
Research has proven that high objectives will constantly outdo low aspirations and if you therefore exaggerate your expectations at the negotiation table, you will continously influence your negotiation outcomes positively
Improve Your Negotiation Skills By Discovering The 1 Element That Separates The Novice From The Professional Negotiator In The Negotiation Game
Understanding your counterparts interest in your negotiations is one of the most imporant elements to attain and ensure profitable, gratifying and long term business relationships.
Business Meltdown: Using Your Negotiation Skills To Safeguard Your Security
In times of market instability, it is advisable to move away from price as the key negotiation factor and concentrate on 'loss framing', creating more alternatives, reciprocation and value in order to reach agreement and realise your objectives in negotiations.
Ensure To Examine These Two Factors When Sourcing A Business Negotiation Program, It Will Cost You Otherwise
Developing a strong negotiation capability is contingent on critical factors: The negotiation strategy, process, the individual's skills and the supporting network. Relying on the negotiation abilities of people is a familiar oversight businesses make.
Sales Training: Pros And Cons Of Training To Draw Customers And Boost Your Business
In the global economy of today's world that encompasses both virtual and actual opportunities, there are so many kinds and numbers of businesses for a potential customer to choose from that a business owner must use every possible advantage to generate sales
Applying Negotiation Skills During The 5 Stage Program To Achieving Lucrative Deals In China
In order to achieve success in your business negotiations in China, you will have to understand that as an outsider, doing business is completely different than what most people are familiar with.
