The Skills You Need for Sales Negotiation

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How to Master Sales Negotiation and Close More Deals

Negotiating sales for a business can feel insanely complicated to the point where many choose to pursue corporate sales training certifications. And these can be very useful. But today, let’s start by going through some of the most important skills you’ll need. Then, we’ll end with some tips to help you put those skills into practice.

Preparation
If you thought we’d have a smart cheat sheet for you, think again. When you want to master sales negotiation, you’ve got to be willing to put the work in. As a sales representative, you’ll find customers generally expect you to know what you’re talking about.

So, if you don’t, you’ll inevitably say something that shatters the illusion. And, once that happens, your chances of negotiating a successful sale plummet. That’s why it’s vital to prepare.

It should go without saying that preparation includes familiarity with your own products or services. But you should also learn as much as you can about the customer and their needs: what they want, their pain points, and so on. For a B2B client, this might include their industry and function, as well as the scale of the organization. Use all the data collection methods at your disposal to make sure you know your stuff before you begin.

For example, if you are selling employee appreciation solutions like custom award recognition products, being familiar with how many employees a client company has can help determine the offer most applicable to its circumstances.

Active Listening
Active listening means engaging constructively with what others say. If you’re just nodding along until you can say what you want, then there’s nothing active about how you’re listening. You have to pay attention. Put thought into your responses and ask relevant, meaningful questions.

In sales negotiation, active listening can help you bosnia and herzegovina cell phone number database adjust to the needs of the customer. When you have a good grasp of their situation, you can highlight the most appealing aspects of what you have to offer.

Let’s say you’re selling licensing for remote PC software. Asking about the demand for remote work in a client business can be a good way of finding out how attractive the potential customer will find your product. A business with lots of employees working from home will have more demand for remote software than a company where everyone works on-site.

How to Master Sales Negotiation and Close More Deals
Emotional Intelligence
Although a lot of business now happens online, and many companies use cold email tools to reach out to potential clients, face-to-face conversations can still be very important. That’s because they provide your best opportunity to gauge a client’s genuine reaction accurately.

Emotional IQ (or EQ) means your ability to perceive and understand emotions, and it’s a skill worth developing. Someone with high emotional intelligence can easily tell how a person feels by their tone and body language. They also understand the potential emotional impact of anything they say or do.