NEGOTIATION

SKILLS
 Negotiating with
Prospects & Customers
 Negotiating with
Prospects & Customers
 Negotiation with prospects and customers must
be undertaken within the context of the sales
process.

 Where inadequate prospecting, pre sales preparation

and planning is done, negotiation is likely to be
unsuccessful.

So what does the sales process entail?

 Negotiation Outcomes
PROSPECT
Win
Win Both the prospect and the sales
person are satisfied with the
terms of the sale and a good
SALES PERSON
business relationship develops
Lose The prospect is satisfied with the
sale but the sales person feels
manipulated and may
reciprocate in future negotiations
or reduce customer service. The
business relationship is in trouble.
Lose
The salesperson is satisfied
with the sale but the prospect
is not. He may even feel
manipulated or taken
advantage of. The business
relationship is in trouble
Both parties are dissatisfied
with the sale thus the bond of
trust between them may be
so damaged that they are
unlikely to enter into any
future business relationship.
Common Mistakes to be avoided
in

Negotiation
 Inadequate preparation
 Use of intimidating behavior
 Impatience
 Loss of temper
 Talking too much, listening too little, and
remaining indifferent to body language.
 Arguing instead of influencing.
Negotiation
Strategies
 Negotiation
Strategies
Keep It Light
 You never want to let negotiations become too tense.
Always feel free to smile and inject some humour in the
conversation.

 Lightening up the mood can ingratiate you with your

prospect while also conveying your negotiating strength.

 If you do not appear to be taking the negotiation as a

do or die affair, your prospect may conclude that you
are ready to move on if s/he does not cooperate and
based on that s/he may decide to be cooperative.
The Ball is in Your Court…
Go on and practice these
negotiation strategies to
become effective sales
people!!!