Sales Training Advice: Obtaining What You Need From Your Sales Opportunities By Deploying Effective Negotiation Skills

In Sales training programmes, sales negotiation skills are often overlooked. You could say that the reason most of us feel the need to negotiate with anyone else is so that we can find a way to get what we need. Being human, we all believe that our point of view is very important and that others should at least think about seeing things our way. If you had no wants or requirements, there would be little reason for you to negotiate with anyone.

If sales courses don't always teach influencing skills, how then can you convince other people to favourably consider your suggestions?

Believe it or not, there is a science supported by more than 60 years of research that has informed our understanding of the use of influence to satisfy our needs and wants in sales negotiation. The world's leading authority on the science of influence, Dr Robert Cialdini, has discovered 6 principles of persuasive communications in his studies:

Reciprocation
Liking
Commitment & Consistency
Authority
Scarcity
Social Proof

Whilst persuasion will always be somewhat of an art, it is astonishingly helpful to deploy the power of the 6 principles identified by scientific research to optimise your chances of persuading others to give you what you really want.

Let's start by looking at what I believe to be the key principle from a negotiation viewpoint - reciprocation.

Reciprocation means that we return to others the same behaviour that they exhibit towards us. If you have done me a favour, then I should help you. If you invite me to your birthday party, then I should invite you to my birthday party. If you make a concession to me, then I should make a concession to you.

So what does this mean to you and how can you use it to get what you need?

Here's how:

Ensure that when you start a negotiation you ask for a little more than you would be satisfied to receive.

Let's say you are marketing a widget and you would like to obtain $ 100 for the widget.

If you want to use the principle of reciprocation, then you should start by asking for a little more - let's say by asking for $ 105.

If your counterparty does not agree to handing over $ 105 for the widget, then you can make a concession by lowering your price to $ 100 in return for your counterparty also making a concession to you. A concession that your counterparty could make in this case could be to pay you immediately on the spot or to take care of shipping etc.

The key is for you to make the concession - don't wait for your counterparty to make a concession. Just make sure that you use the word 'if' when you make your concession:

"If you are prepared to pay me in cash right now, then I will reduce the price from $ 105 to $ 100". This way you give an indication to your counterparty that you are prepared to be flexible and you will now significantly increase the likeliness of them also being flexible and offering a concession in return.

Just be sure to use this principle 'in the moment' whilst you are negotiating. If you went away from a negotiation to reconsider your proposal, your counterparty will be more likely to regard your revised offer as a new proposal, not as a concession.

Sales Funnel: The Most Useful Methodology To Create Results
I have outlined the most effective way, that I have discovered to set up my Sales Funnel for my MLM business. I lay out each step for you to easily follow.

Make Sure To Look At These Two Factors When Sourcing A Business Negotiation Initiative, It Will Cost You Dearly Otherwise
Developing a strong negotiation capability is contingent on critical factors: The negotiation strategy, process, the individual's skills and the supporting network. Relying on the negotiation abilities of people is a familiar oversight businesses make.

Becoming A Consumer In Melaleuca Not Only Saves You Cash, But Increases Your Long-Term Health!
Melaleuca is a home based business focused on customer satisfaction and loyalty! Melaleuca actually SAVES people money (25%-60% ) replacing store bought products with theirs, eliminates toxic chemicals from your home & body, and they work better!

Sales Coaching To Strengthen Your Sales Team
Whether you are starting your own business or you have a well established firm, increasing clients and sales are the most vital things needed to keep a business growing. To achieve the best business results, you should hire a sales coach.

One Easy Negotiation Skills Technique That Will Immediately Deliver Better Negotiation Results
Research has proven that high objectives will constantly outdo low aspirations and if you therefore exaggerate your expectations at the negotiation table, you will continously influence your negotiation outcomes positively

Ever Wondered What Makes A Great Negotiator With Excellent Negotiation Skills?
This is a question that many people before have tried to answer, but this is the wrong question and this is why.

Use Your Negotiation Skills To Help Manage Tough Conversations
Difficult conversations present themselves from time to time. Perhaps you need to tell someone that their services are no longer required or perhaps you have done something for which you need to apologise.