Easy Negotiation Techniques

Negotiation Strategies – Don’t Be Afraid of Asking Questions

Don’t be afraid of asking questions. Now, if the customer says 123, Bam! You’ve knocked out 50 percent of your competition with just one question!

You could find out even more information on your competition if you dare to ask more probing questions and if you have good chemistry with your prospective client and if he or she trusts you, why not? Ask was there anything about XYZ that would cause you to eliminate them? Perhaps the potential client would say he didn’t really care for the people that came to the interview because alls they did was babble about how great they were or something similar such as they didn’t ask the right questions about our situation.

This is good knowledge to have about the competition.

Then ask why would you choose XYZ Company? Whatever the answer is, say great. You have a lot of information on your competition and can use this to your advantage. If this person you are speaking to is not the decision maker, ask them who they would choose? Hopefully, they will see that you are doing a great job as a follow up and choose you and your company.

If your competition gets the job, don’t be upset, use it as a learning experience, thank the prospective client for the opportunity to have allowed you to present to them and then ask if there was anything you could have done differently to gain their trust. If they say lowered the price, then you did not sell them the values in the first place and they were not interested in what values you would be adding to their company. They were looking for a salesperson, not a sales professional.

“If we had no winter, the spring would not be so pleasant: if we did not sometimes taste of adversity, prosperity would not be so welcome.” Josh Billings

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