When you come
to the actual conversation of negotiation, you are supposed to be finished with
2/3 of the negotiation at this point
Sales negotiation
consists of three parts/steps:
1-
The deal setup
-
The factors to the deal
-
Who are you negotiating with
-
What is his background
-
How much is he willing to pay
-
What is it that he wants
-
what do you have that
interests him
-
this part is about collecting
as much info as you can to structure your conversation and environment well
2-
The deal structure
-
What is you plan to approach
him
-
What is your best offer, you
best next alternative
-
What is his best deal, his
best next alternative
-
What to propose
-
What is more/less important to
him, you
-
When to walk away from that
-
How much time do you both have
-
The environmental factors and
conditions
-
This part is all about setting
the place, time, and strategy of the negotiation
3-
The discussion part
-
The usual part that everyone
know about
-
That is where you set with the
other party, go back and forth in the conversation
-
Till you both can get to a
common ground
Notice that
if you are well prepared, studied the first 2 dimensions very good; by the time
you reach the 3rd step it is just a matter of time till you close
the deal in the best win/win situation ever :)
No comments:
Post a Comment