Making a sale can be a long process, and it's a rare occasion that one ends up selling his client the same solution that was originally proposed. Prices, contents and ideas can change throughout the course of a sale, largely due to negotiations. If you want to end up on the winning side of your sales - or better yet, if you want every sale to benefit not just your company but also your client - then you need to know how to negotiate properly.
"Sales negotiation can be a formal event (at a specific time and date) or it can be an ongoing theme at different points in the sales process," explains JustSell.com. "It’s beyond price and includes the entire value proposition."
The trick, the site continues, isn't in using fancy techniques or complicated wordplay. If you want to negotiate well, all you need to know is the basics - but you need to know them well.
This means that you need to be aware of your client's hesitations, and be prepared to offer solutions that will satisfy their needs and assuage their apprehensions. You need to be ready to listen and make concessions where possible in order to close the deal, and you need to be confident that your product or service is truly the right fit for this business, client or customer.
It's important to remember that each negotiation is valuable, regardless of whether or not you close a deal. More companies are employing customer relationship management software (CRM) to retain the information gleaned from each customer interaction and optimize the data to help them meet their goals. With CRM software, you can take a more personalized approach to negotiating with each client.