People Still Love to Negotiate
People Still Love to Negotiate
There are three things you should always listen to:
1. What people say.
2. What people are trying to say.
3. What they really mean.
Often, what people are saying is they 'hate' to negotiate. What people are trying to say is they could do without the way many businesses negotiate and what they really mean is they don't want to make a mistake.
When people say they don't like to negotiate, they are trying to say they don't like the feelings of manipulation that occur when businesses overuse the 'higher authority principle' of negotiating. In other words, they dislike an improperly used desk system. You can still use a desk system, but you can decrease the back and forth, and keep the customer from feeling manipulated.
The first step is to have a written process that everyone understands. The second step is to make the process the same for each manager and each deal every time. The third step is to train your sales people how to negotiate, handle objections and assist the buyer to finalize a buying decision.
A written, detailed negotiating process that all sales people and managers understand is essential. Many businesses seem to operate by the seat of their pants when dealing with the negotiating process. All proposals should be started in the same fashion. Although each deal can vary differently as you begin to negotiate, they should all start the same way to eliminate emotional, bad decisions. Having a precise, written and clearly understood process can eliminate different managers from working proposals in completely different directions that confuse sales people. Sales people should know how to handle any and all objections, verbally and written, without having to think or blink.
Sales people often give a proposal and when a customer objects, their first reply is, "Mr. Customer, what figures where you thinking?" Unfortunately, it may be the worst thing that could be said to a customer. Asking a customer what they are thinking without verifying and validating why you asked for what you proposed, will bring an uneasy feeling to the buyer and usually result in one of two answers, both of which aren't good. The buyer will usually respond with a low-ball offer or say, "You're the sales person, you tell me." In this example, a sales person has violated simple rules of negotiating by asking the customer to set the bottom parameter of the negotiations. This usually will create a shopper from a potential buyer, because they can no longer have confidence that they have reached their best and lowest possible deal. Confidence creates the feeling of 'hope for gain' and eliminates the emotional fear of making a mistake.
When a customer asks for a lower price, the sales person must validate the MSRP by explaining the value pricing policy. "Mr. Customer, the vehicles are value priced today, which means they have a much smaller and more reasonable markup than in the past, to eliminate the back and forth and bring a more realistic pricing value to the customer." If the customer persists for discounts, you can offer the potential of an additional percentage discount on the optional equipment of the vehicle. This validates your MSRP proposal and allows the customer to have feelings of victory by gaining a concession while establishing the bottom parameter of negotiations.
All customers are looking to satisfy certain emotions. Knowing how to professionally negotiate can satisfy all the emotions a customer desires and eliminate the negative feelings of manipulation that are prevalent when many customers leave a business after a negotiating process.
People Still Love to Negotiate - To learn more about this author, visit Mark Tewart's Website.
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Many times people say they don't like to negotiate; yet, they still shop around and never pay full price. Most people act in their own best interest. And most people who say they don't like negotiating, actually still want to.
There are three things you should always listen to:
1. What people say.
2. What people are trying to say.
3. What they really mean.
Often, what people are saying is they 'hate' to negotiate. What people are trying to say is they could do without the way many businesses negotiate and what they really mean is they don't want to make a mistake.
When people say they don't like to negotiate, they are trying to say they don't like the feelings of manipulation that occur when businesses overuse the 'higher authority principle' of negotiating. In other words, they dislike an improperly used desk system. You can still use a desk system, but you can decrease the back and forth, and keep the customer from feeling manipulated.
The first step is to have a written process that everyone understands. The second step is to make the process the same for each manager and each deal every time. The third step is to train your sales people how to negotiate, handle objections and assist the buyer to finalize a buying decision.
A written, detailed negotiating process that all sales people and managers understand is essential. Many businesses seem to operate by the seat of their pants when dealing with the negotiating process. All proposals should be started in the same fashion. Although each deal can vary differently as you begin to negotiate, they should all start the same way to eliminate emotional, bad decisions. Having a precise, written and clearly understood process can eliminate different managers from working proposals in completely different directions that confuse sales people. Sales people should know how to handle any and all objections, verbally and written, without having to think or blink.
Sales people often give a proposal and when a customer objects, their first reply is, "Mr. Customer, what figures where you thinking?" Unfortunately, it may be the worst thing that could be said to a customer. Asking a customer what they are thinking without verifying and validating why you asked for what you proposed, will bring an uneasy feeling to the buyer and usually result in one of two answers, both of which aren't good. The buyer will usually respond with a low-ball offer or say, "You're the sales person, you tell me." In this example, a sales person has violated simple rules of negotiating by asking the customer to set the bottom parameter of the negotiations. This usually will create a shopper from a potential buyer, because they can no longer have confidence that they have reached their best and lowest possible deal. Confidence creates the feeling of 'hope for gain' and eliminates the emotional fear of making a mistake.
When a customer asks for a lower price, the sales person must validate the MSRP by explaining the value pricing policy. "Mr. Customer, the vehicles are value priced today, which means they have a much smaller and more reasonable markup than in the past, to eliminate the back and forth and bring a more realistic pricing value to the customer." If the customer persists for discounts, you can offer the potential of an additional percentage discount on the optional equipment of the vehicle. This validates your MSRP proposal and allows the customer to have feelings of victory by gaining a concession while establishing the bottom parameter of negotiations.
All customers are looking to satisfy certain emotions. Knowing how to professionally negotiate can satisfy all the emotions a customer desires and eliminate the negative feelings of manipulation that are prevalent when many customers leave a business after a negotiating process.
People Still Love to Negotiate - To learn more about this author, visit Mark Tewart's Website.
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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