Are you negotiating the wrong way? Watch this video to discover the common mistakes sales professionals make during negotiations - and get tips for how to avoid making them yourself.
Poor negotiators need to build skills to effectively and confidently control the sales negotiation conversation by learning to execute these 8 skills well:
1. Control the impulse to jump to trading by connecting solutions to client needs
2. Use preparation to prime the customer to build trust and maximize outcomes
3. Lead the negotiation process with an opening that anchors the value of the deal
4. Preserve deal size by converting demands to needs to prevent or limit trading
5. Learn to achieve mutually beneficial results
6. Convert a commitment to a close by overcoming deadlocks
7. Execute effective follow-up to solidify the deal and maintain momentum
8. Leverage the psychological principles at work during the decision-making process
If you like the content of this video contact Richardson to learn more about our Consultative Negotiations training program - now available on Richardson Accelerate.
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