Shut Up is What Sales Negotiators Need to Learn to Do!Posted by Newell Boyer on May 28th, 2021 Negotiation is about power. The secret to walking away from a sales negotiation feeling satisfied about what you were in a position to achieve is to make certain you walk Into the negotiation with an increase of negotiating power than the other side has. Sounds easy doesn't it? I've been amazed again and again to see sales negotiators just give away their negotiating power to the other side time upon time. They just don't realize they are doing it. Let's see if we are able to eliminate this... JUST HOW DO Sales Negotiators Lose Power? Negotiating power can be quite a be a funny thing. You could have a lot of it rather than even know it. Likewise, you can give it away rather than be aware that you do so. There are a lot of ways to lose power however the #1 way is for you to run your mouth too much. Ultimately negotiating power is focused on having more info. Whichever side of the table has more info about the other side gets the power. Information can be used against you, so you desire to hold on to it as tightly as you possibly can. How To check here THROUGHOUT A Sales Negotiation If only it was as easy as maintaining your mouth shut! Nope, there are a number of items that you can do so as to ensure that you keep the upper hand with regards to negotiating power during you next sales negotiation: Don't Talk Business: In the tiny talk that occurs before the start of any sales negotiation, don't discuss business. You might be able to not hand out any secrets, but maybe you'll make a mistake. Adhere to weather, sports, family - anything but business. Let The Other Side Do The Talking: Better still than you talking is getting the other side to talk, and talk, and talk. In the same way you can leak power to the other side, the more they talk the better the odds that they will say something that offers you more negotiating power. Keep Your Timeline A Secret: By the end of a fiscal quarter, negotiating with a salesperson who has already met his or her quota is completely not the same as negotiating with one who hasn't. Should you be this salesperson, don't let another side know where you stand - also don't mention if business has been slow, or if you've got product piling up everywhere. Don't Start With Discounts: All too often salespeople begins a sales negotiation that they are anxious to close by supplying a discount or some other enticement to the other side right from the start. Don't do this - although it might have worked in a few other negotiation, if you start this way then your other side won't start to see the value in your offer and you will have lost power even prior to the negotiations have begun. Tell Everyone On Your Team To Shut-Up!: Even if this discussion sinks directly into your brain, you can still lose power by comments that the engineers, procurement staff, and even the lawyers on your own team make. Make an effort BEFORE the sales negotiation begins to huddle together with your team and show them that the more they talk, the more negotiating power they will be giving away to another side.Like it? Share it! More by this author |