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Unlock The 4 Keys To Modern Selling Negotiations

Unlock The 4 Keys To Modern Selling Negotiations

Author: Peter Mckeon

Negotiating is a working partnership to achieve a long term mutually satisfying agreement. Whilst there are specific skills one needs to develop to master the Transparent Negotiation process there are also four (4) keys that if applied correctly will ensure you master Transparent Negotiations every time.

Transparent Negotiations requires sales professionals to develop these skills

1) Listen actively

2) Acknowledge what is being said - give feedback

3) Speak so as to be understood - speak concisely

4) Speak only for a purpose.

The four (4) keys that unlock the Transparent Negotiation process are

1) Planning - Ascertain what is it that you want to negotiate about, be very clear about the specifics here. Set a clear agenda. Create the right environment this will play directly on the mood of the meeting and determine whether a collective decision or agreement will be reached.

2) Gather data using negotiation strategies. Display patience, courage, discipline and focus as you work with your client to identify areas of agreement, potential blockers and ways in which you can frame solutions. Where possible, point out the opportunities that are there NOW.

3) Get feedback & handle objections - The trial close, really narrow down on the details as they relate to the whole deal - It is a non-threatening way to get feedback on how the prospect is thinking and what their intentions are. Settling the details is extremely important. If feedback is not listened to and objections are not discussed there is a high risk that the negotiations will collapse. Objections are a sign of interest so, take your time with your client to work through and address the details efficiently. When each objection is discussed you have reached the turning point. People do not buy products or services; they buy solutions to their problems. The turning point in the negotiation process is when you unravel their problems and agree on the central issue.

4)Follow Up - Now that you have agreed on a deal, care for your customer - Once you have a customer, you have to do everything in your power to keep them your customer.

Transparent Negotiation skills are a critical skill in the Modern Selling Client Management process. Unlocking these four (4) keys will help you pre-empt, identify and address roadblocks that occur throughout the modern sales conversation that may inhibit "go forward".

About the Author:

Do you want to know how sales training can improve the results of your business? Log on to http://www.salesmasters.com.au and know more information.

Article Source: ArticlesBase.com - Unlock The 4 Keys To Modern Selling Negotiations

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