Good negotiation in the end, what is it? Clearly, it’s getting the gist of what you want! But to negotiate well, there are certain steps you need to think about before you get started. Precisely, to help you, I put you the 9 steps that you must apply and which will allow you to negotiate like a pro!
1 / Set yourself a maximum and minimum goal
Always ask yourself two questions: “what is the specific result I am looking for” and “am I sure I can achieve it”, always giving you some leeway.
By setting yourself a goal with a high (optimistic) and a low (pessimistic) hypothesis, you will be able to adapt during negotiations.
Your client can say no today and yes tomorrow, provided that the negotiation remains open, because if you start with “I want 20% better, take it or leave it …” or “the offer will soon to expire, it is now or never “it will be difficult after reducing your claims or shifting to” maybe tomorrow “. On top of that, you put unnecessary pressure on your client.
2 / Believe in success!
When you want something, you really have to want it! Because if deep down you are not convinced and convinced of your merits, the quality of your product, the value you can give to people, then it is not even worth trying.
The rule for success is not to imagine failure. If not at the first difficulty, doubt creeps in and there, you enter a vicious circle where you will have all the trouble in the world to get out of it. So you absolutely have to be convinced that you are a great person, that success rhymes with you and that the only option you have is: “I will / must succeed!” “.
3 / Ask yourself if the other has the power to say YES
If you argue with someone who has no decision-making power, you’re wasting your time. Want an example? Imagine that you are in contact with one of your prospects who are selling his property. You contact him in order to sell his apartment, because it corresponds to the search criteria of your visitors via your site, except that he prefers to speak about it to his wife.
Your client may have the means to decide, but he does not have the freedom. He wants to give you what you want, but he has to be accountable to those around him. Or on the contrary, his room for maneuver is limited (he cannot decide for himself, he has no money to be published on your site, etc.), but he is very motivated, convinced that he needs to you.
In this case, it’s a matter of time. You have to give him time (to convince others, to give himself the means…). Patience is the first virtue
of a good manipulator someone who has something to sell?
4 / Play your prescribers
Just like you, your target can be influenced. So you have to identify them and use them in cultivating their friendship. Seth Godin said about this:
“Make a stranger your friend and your friend a client. “
Make yourself comfortable and comfortable (not too much, anyway?) With his best friend, his assistant, his boss, his associates, etc. The game is half won if you take care of all those who can influence the decision. They will be happy to speak for you.
5 / Be on the same wavelength
To influence, manipulate, convince and persuade clearly is to get a message across. But for this, your contact must be available, so try to put yourself in his place:
- Is he in a good mood?
- Does he trust?
- Does he have time?
To help you, think about what motivates him, show understanding for his point of view even if you intend to train him on your positions.
In any case, you need to understand his thought mechanism, his decision criteria. If he’s in an emergency, if he doesn’t have all the resources, if he doesn’t have too much time right now, it’s clearly not the right time.
So wait until he is in good psychological mood. The best moments: in the morning before facing all the problems of the day, or in the evening (over a drink) after having solved them.
Avoid Mondays (yes yes the start of the week is hard for everyone) or the fact of starting between two doors (it is better to make an appointment).
6 / Find the sensitive chord
You, me, we more easily do the things that make us happy. A good salesperson knows how to find the sensitive cord and make it vibrate. No need to appeal to reason or logic, rather play on the emotional needs of your prospect: survive financially, do not make mistakes, be loved and appreciated, be respected, be happy, relieved, etc.
Know one thing: the sale is based 70% on emotions. If your message is neither cold nor captivating, there is no way your prospect will take action. It is therefore essential to convey a positive emotion so that your message pushes the prospect to buy and have a real pleasure of being with you!
7 / Translate your request into customer benefit
The principle is to make your goal stick with the interests of your prospect. Inevitably, he is more open, more attentive, more willing to listen to you and possibly give you what you ask.
So avoid saying “me, me, me” or “I, I, I” and highlight the benefits for your client.
8 / Get a YES
The moment of truth. Often you don’t dare. You’re afraid of a refusal, of being rejected. If your client rarely says “yes” to you, it’s because you’re not asking right, you’re not asking often enough.
“Ask, it will be given to you”!
In fact, to obtain an agreement and a commitment, one should always avoid closed questions such as:
- “Do you agree or not?” “
- “So do we sign this order or not?”
- “Are you satisfied or not at all?” “
Chances are the answers are NO! So the brain is made, it will remember the last part of your question.
To get a maximum of YES, use the alternatives :
- “Would you like to receive written confirmation by email or by post? “
- “To establish your file, I need your contact details, concerning you it is a visa or a mastercard”?
- “Do you prefer still or sparkling water?” “
The idea here is to have the tendency of your prospect and put him in open and positive mental predispositions. This is called the “psychological yes”.
The idea is simple: it is to collect a maximum of “YES” throughout the interview with your prospect so that it ends up “YES general” and therefore he buys the product or service that you put in sale.
You can also use hypothetical questions. This is very effective, because your request (especially if it is very involved) represents a change, a risk or discomfort for your prospect.
Now, using hypothetical formulations like:
- “If tomorrow you succeed in losing 20 kg following my coaching and the Speed + formula, could you give a customer testimonial on video on my site? “
- “If you have to buy and become a customer with us, would you prefer a monthly or quarterly subscription? “
The idea here is also very simple: it is to imbue your prospect with a mental image which gently leads him to accept the change and to project it.
9 / Persevere in case of refusal!
You’ve gone through all the steps, but at the last moment your prospect objects. It’s normal. The status quo is always more comfortable than a change even more when it comes to paying. Your product or service necessarily has drawbacks in its eyes.
You must therefore foresee any objections, logical or emotional, in order to be able to respond to them and avoid the situation getting blocked, without however provoking them. You don’t have to stretch the stick to get beaten.
Besides, an objection (especially at the last minute) is often the signal that your interlocutor is ready to “sign” and that he needs a last push to say YES!
Well, this article is coming to an end. Ah yes, last thing. There are no charges for clicks on the share buttons, so get loose?
Thank you !