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Effective Negotiating

Guest post by: Todd Willard

Article Overview: Reviewing different models that help in both negotiating and overcoming objections when dealing with prospective buyers.

Effective Negotiating

Negotiating and overcoming objections can be handled in a very similar process. In a prior blog, I introduced the LAER model or process for overcoming objections.The same model can be used when looking to effectively negotiate a deal with our prospective buyer.

In the first step, we need to clearly understand what the issue is that we negotiating through by effectively "Listening" (L) to the buyer explain the issue.

As we continue to negotiate through the issue, we will want to "Acknowledge" (A) with an empathy statement where we may have some disagreement on the issue we are tying to work through.

The third step in the process "Explore" (E) is where we need to both isolate and qualify the issue through asking a series of questions that will let the buyer know that we are not attempting to take a position on the issue - that could become contentious, but that we are wanting to do everything we can to resolve the issue. In addition, as we qualify, we are attempting to ensure that we walk away with at least a minimum amount of acceptability - from our company perspective - where we have not given away the store.

The final step "Respond" (R) is where we simply are closing down the negotiation and highlighting the agreement as both the buyer and we understand it.

The goal should be a Win/Win for both the buyer and us.

WILLARD'S WISDOM

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Article Tags: executive sales, sales, sales meetings, sales training, selling



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