Sales Training - Buyer or Seller You Need to Learn to Negotiate

Guest post by: Colly Graham
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Asking the Right Questions - By Colly Graham

Buyers and sellers alike need to sharpen their negotiating skills.
Each needs a set of strategies to deal with competition and competitive pricing in today’s marketplace.Sales people fall into the trap of the buyer telling them they will have to match their competitor’s price in order to get the business. Moreover, buyers need to ensure that they are negotiating the most competitive price at the quality and service their company demands.

What is Negotiation? Negotiation occurs when someone else has what you want
and you are prepared to bargain for it – and vice versa.

Basic Skills for Negotiators

* Influence
necessity, desire, competition and time
consider where the balance of influence lies
misuse of influence causes resistance
* Information
incorrect information is worse than no information at all
what do you need to know about the other side that will be useful?
what is the best way of finding out?
act like a detective to discover information
* Credibility
make yourself believable
don’t take your own credibility for granted

* Judgment
The ability to strike a balance between gaining advantages and reaching compromises
– patience keep things in perspective

"What Makes a Good Negotiator?
Negotiation is one of the most difficult tasks a person faces.
It requires a number of qualities
not usually found in business. Negotiation requires good business
judgment and an understanding of human nature.

1. Stable people, able to negotiate with him or her self and see the funny side.
Does not have a need to be liked.

2. A willingness to plan, know the product, the rules and the alternatives
Probe and check information

3. Good business judgment.

4. Be able to tolerate conflict and ambiguity

5. Commit to high goals and take risks to achieve these goals

6. Have patience

7. Get involved on a personal and business level

8. Have integrity

9. Be willing to listen with an open-mind

10. Be able to see the hidden personal issue

Today prospects and customers are forcing us to compete as a commodity with severe pricing pressures and negotiating. "your price is too high” is a common cry! We need to develop knowledge and skills to effectively negotiate the sale.

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Free PDF Download
Asking the Right Questions - By Colly Graham

About the Author: Colly Graham

RSS for Colly's articles - Visit Colly's website
Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this role he gained experience in designing and building a number of successful sales teams. Colly brings thirty years of practical experience of selling and his ability to empathize with sales people and establish immediate rapport and credibility as a trainer, (the accolade Colly receives from most sales people is “that he has carried the bag”). A licensed practitioner of NLP Colly trained with Richard Bandler in 1998. When I entered the field of sales, back in 1969, with local franchise holder for Pepsi Cola because of my lack of knowledge of any selling skills I set a goal, to one day, start my own training company. As my career in sales progressed becoming a sales manager, group
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