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Sales Training Tip: Getting What You Need From Your Sales Calls Through Effective Negotiation Techniques
In Sales training programmes, sales 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, we all believe that our opinion is very important and that everyone else should at least think about 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 suggestions?
Believe it or not, there is a science backed up by more than 60 years of research that has informed our knowledge of the use of influence 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 communications in his research work:
Reciprocation
Liking
Commitment & Consistency
Authority
Scarcity
Social Proof
Whilst persuasion will always be an art, it is astonishingly helpful to deploy the power of the 6 principles identified by scientific research to optimise your odds of persuading others to give you what you really want.
Let's start by examining at what I believe to be the most important principle from a negotiation viewpoint - 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 need?
Here's how:
Make sure that when you start a negotiation you ask for a little more than you would be happy to receive.
Let's say you are marketing a widget and you would like to obtain $ 100 for the widget.
If you want to use the principle of reciprocation, then you should commence by asking for a little more - let's say by requesting $ 105.
If your counterparty does not agree to handing over $ 105 for the widget, then you are able to make a concession by lowering your 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 make the concession - don't wait for your counterparty to offer a concession. Just make sure that you use the word 'if' when you make your concession:
"If you are prepared to hand over the cash right now, then I will 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 increase 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.
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