Successful Negotiation Skills in Sales Teams Today

One successful negotiation skill to be practiced and used today is that of ‘elaboration’.  When a client or prospect is in negotiation with you, any hurdle or challenge should be explored by ‘elaboration’.  Ask more questions of the client and get deeper into their issue or problem.  Get them to talk.

Ask or drill down on 3 or 4 levels of questions on any negotiation problem.  Seek to know more about the client before you want them to consider your points of negotiation or the transaction.  It’s a strategy that is well worth practice and refinement.

From this approach there is a special result that is quite common known as the ‘Freudian Slip’.  By asking questions you are encouraging the client to talk about their perspective; soon you will see them open up on the potential for agreement and the ultimate outcome that they seek in final satisfaction.  You then know what you can negotiate on and the way to do it.  You have something to work with.

So what can you do in this process of ‘elaboration’?  Try some of these:

  1. Get more facts about the client as they see the potential transaction, sale, or deal.  Facts can be explored further.  Ask the client to tell you more.
  2. Ask the client for opinions about the situation of the deal and how it could match their situation.
  3. Get the client to talk about their targets and help them compare those targets to the market conditions and the supply of goods or services from their perspective.
  4. Questions can be directed towards ‘minor closes’.  In that way you take the client closer to the main negotiation result.  Any major negotiation is a series of small agreements in a logical order.  Structure your pitch or presentation accordingly.
  5. Some clients get lost in the complexity of a transaction, sale, or negotiation; perhaps the market conditions are new to them.  Make things simple.  Identify if there is any lack of understanding on the clients part that could have an impact on your ultimate outcome.  You will soon know if they really do not understand the reality of your produce and service supply.

Simple skills like this can help you with the negotiation techniques and strategies that directly suit the product or service that you are offering.  I go back to the main point here.  Get the facts from the client and then drill down deeper.

Questioning Tips for Top Salespeople

There are different types of questions that you can use in a sales or customer service situation.  In fact there are many question alternatives and they are used in circumstances that suit.  As a sales negotiator it pays to practice your dialogue to draw on these very special skills. (NB – you can get plenty of commercial real estate negotiation tips right here in Snapshot right here – its free)

Negotiation Questions for Brokerage

So what question types are there?  Try these for starters:

  1. Open – this question type will be encouraging a detailed answer and not a basic reply.
  2. Closed – this question type will be used where you want to get a ‘yes’ or ‘no’ answer.  This can be quite useful in closing on a critical point of a negotiation.
  3. Reflective – what you are doing here is asking the other person to tell you more based on a thinking process
  4. Leading – as the name suggests the concept here is to direct the conversation in a particular way
  5. Testing – the strategy here is to get feedback from the other person
  6. Probing – you use this when you want more information in greater detail
  7. Redirecting – this question type is designed to put the other person on a different point of discussion

So you can use all of these in many different ways.  A top salesperson will be well practiced in all of these processes.  If you want to improve your dialogue for better sales conversions think about how you can apply all of these concepts with your product or service.

When the customer responds to your questions, listen with all of your senses operating at peak performance.  Watch what they do, hear what they say, and listen to their words.  A true negotiator blends all of the senses as part of negotiating on a deal or an agreement with clients and prospects.