Negotiation training courses are endless and if they are, it is because negotiation is an art that requires training. It is often thought that negotiating is part of the innate skill of a few. Yet each of us is used to negotiating in his personal life and this from a very young age. But negotiating in professional life requires understanding all the parameters and acquiring skills because the issues involve the life of the company and its future. Some tips for becoming the negotiator that you may not be yet …
In professional life, the stake is not only related to oneself but it is first and foremost that of the company to which one must bring results. No customers, no growth. No motivated team, stagnation is already in a latent state. However, for managers, as is the case when they create their business, they are the only salesperson and therefore must go out to win over customers and negotiate with the teams so that they adhere to your project is often difficult.
In a time of crisis, acquiring new customers is a priority and negotiations are far from easy.
You tell yourself that you have practiced pitching in front of the businesses
angels, that you presented your project in front of a jury to win competitions, that you obtained a loan and that you were able to negotiate brilliantly with the banker.
However, in an insidious way, you are unable to go and meet clients and you are afraid of failing even before making an appointment.
Discover self-esteem and the value of what you present: be convinced that you are legitimate
First, you have to clearly identify your fears and what they are due to:
- are they due to the value of the product: you are not convinced that it is the best?
- are they linked to the competition which offers better than you at prices defying any possibility of negotiation?
- are they due to your preconceptions which are linked to your feelings? and there you give multiple unfounded reasons.
And if it depends on your feelings, then you have to control them: the fear of failure is an inherent part of being human and therefore to be successful you have to dare and say to yourself
“Since it depends on my feelings, I can go beyond them and decide to become a good negotiator”
To negotiate: prepare, the sine qua non.
You have repeatedly presented your company and for that you have prepared a framework, prepared a powerpoint to leave nothing to chance, you have to do the same before any meeting. A good negotiation therefore requires careful preparation of your presentation and argument.
– To negotiate brilliantly, always seek to know the customer
Be careful, this is not a target that you will meet but a human being! and it is on this basis that you can negotiate.
Find out about the person (s) concerned, the company, its activity, its habits, etc. Never meet her or them with your hands in your pockets. Have as clear a vision as possible of their interests. And for that, social networks are an excellent indicator. But don’t be overwhelmed by the information they convey either.
– To negotiate well, understand the competition at your fingertips.
And so what will be the customer’s interest in ordering you compared to the competition: you must have identified the strengths so as not to be caught off guard. If you think that your competitor has all the assets and that you are not up to what he offers, then your master asset is you and your force of conviction. Customers are not married to their suppliers or service providers and you do not know the relationships they maintain and whether they have encountered difficulties in the relationship (error, delay, etc.). Additionally, customers sometimes like to show their independence by leaving a supplier. Then you have all your chances without you being aware of it.
– To negotiate with talent, to listen to your client, not so easy.
If he has accepted an appointment with you it is because you have interested him, your product may have interested him and he has a real need. Briefly introduce him to your product but never start to unpack your whole argument into a tasteless monologue. During a negotiation, it is therefore important to know that the interlocutor will not agree with you a priori. However, we will have to take the time to listen to him, without interrupting him, to agree to his arguments.
– To negotiate without influence, do not be afraid of refusal
Consider that the meeting was beneficial and try to draw an uncompromising critical analysis with regard to your performance. The next meeting will be enriched by this experience And above all do not decide to take an order that brings nothing to your cash flow, we are not in the world of care bears and believe that to bait the customer by your price yes but not in below what it brings you !!!