Negotiation is a fundamental process to achieve a good sale. In fact it looks like the sale, but it has its nuances. Selling is persuading, convincing the prospective client to act in the way we want and thus emerge victorious. Negotiation has also been defined as a conflict resolution process between two or more, since there will always be a conflict of interest. It is a struggle of forces, which is moving towards one or another side, until there is a mutual agreement.
This must be the case, because if one of the parties feels prejudiced they end up producing breaks in the commercial relationships that do not benefit one or the other. As for the phases that exist in the negotiation are similar to those of the sale, knowledge and domain and it is at this point where the failure or success of the negotiation will be determined.
Stages before reaching the final deal
Preparation: Here we define what to achieve and how I will achieve it, establishing objectives, if there is some kind of discount to get the agreement tied and how far it is possible to give in to the process. It is also important to try to discover the objectives of the counterpart.
Discussion: This occurs because the people involved have conflicts of interest. It is also called conversation phase or presentation, trying to remove a bit of aggressiveness to what we call discussion. Likewise, the topics or topics that separate the parties to explore their motivations are explored.
Signals: These are used by the negotiators to establish their willingness to open to negotiate and that has to be interpreted by the receiver. In general, the first statements, which are absolute cut, such as, there are no discounts.
Proposals: It is what is negotiated. Sometimes it is common to leave the discussion for requests different from those that were in the beginning. However, it is also common for these proposals to be accepted over the days and reach a good port.
Exchange: It is the most intense. Here you get something in exchange for giving up something else. For every thing that is granted, something should be received in return. That is the main premise of this point.
Closing: Here the agreement is reached. It must be done safely and firmly. In addition there are two types of closures. The first of these is the closure by concession, which is related to offering a concession to continue with the agreement and on the other hand we have the closing with summary. The latter indicates that a summary is made of all the agreements reached, highlighting the concessions made and highlighting the advantage that it may be to reach agreements on the issues that remained pending.
How to close the sale?
Regardless of the size of the company, specifying a negotiation is the satisfaction that both the client and the seller expect at the time of finalizing a sale and thus achieving the financial success of the organization. It is not enough to sell something, but to make the client choose again your service or product that you are offering. In this way, “practice makes perfect” with simple steps:
Accounts with two ways to close a sale, can be directly where you invite the client to pay directly or indirectly, where you persuade him with the terms of the service or product in question.
Another way to do this is to generate a list of the attributes and disadvantages of buying or investing, tilting the balance (obviously) towards the benefits.
You can also give the possibility of the client making use of the offer, without commitment, to try it. But you must be completely sure, that the product and / or service satisfies the need and there is nothing better in the market.
The other techniques are related to the use of language, where the client can be according to the emotions he is feeling at the moment. Do not let him object, appealing to be spontaneous in life, offer discounts or add other services.