Know Your Stuff
You need to learn as much about the other person's situation. This is a particularly important negotiation tactic for sales people. Ask your prospect more questions about their purchase. Learn what is important to them as well as their needs and wants. Develop the habit of asking questions such as;
"What prompted you to consider a purchase like this?"
"Who else have you been talking with about your needs?"
"What has your experience with them been like?"
"What time frames are you working with?"
"What is most important to you about this?"
It is also important to learn as much about your competitors as possible. This will help you defeat possible price objections and prevent someone from using your competitor as leverage.
You need to learn as much about the other person's situation. This is a particularly important negotiation tactic for sales people. Ask your prospect more questions about their purchase. Learn what is important to them as well as their needs and wants. Develop the habit of asking questions such as;
"What prompted you to consider a purchase like this?"
"Who else have you been talking with about your needs?"
"What has your experience with them been like?"
"What time frames are you working with?"
"What is most important to you about this?"
It is also important to learn as much about your competitors as possible. This will help you defeat possible price objections and prevent someone from using your competitor as leverage.
BATNA
BATNA stands for best alternative to a negotiated agreement. This is an important negotiating theory that you should understand. Click here for a good description of it.
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