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How To Prepare For Sales Negotiations

2008/11/25 11:42:00 41898

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A sales negotiation can be roughly divided into three stages: planning and preparation stage, interview stage and follow-up stage.

Although talking about negotiations, most people always associate with interviews, but the planning and preparation stage is the most critical of these three stages. At least one typical negotiation result is 50%. It has been decided before you meet with the client.

The planning and preparation phase is so important that most sales personnel are still rushing to battle and unable to make adequate preparations to make the negotiation result unsatisfactory.

Therefore, making every plan and preparation before every sales negotiation is the cornerstone of our good negotiation results.

The planning and preparation stage of sales negotiations involves the following:

一、確定談判目標

1. know what you need: if you don't think about what you should get from the negotiations, then you can start negotiating. (1) you may leave with lots of gifts. (2) you may give up valuable projects instead of winning worthless things.

Therefore, at the end of negotiations, there should be a clear vision of what needs to be gained.

2. know why you need it: for you, the results will be of any use to you.

Figuring out what is the reason for what you want can help you achieve your hidden purpose.

Even for these reasons, you have not consciously considered it.

3. what will happen if you fail to achieve your goals? What's the worst thing that can happen if you don't get the result you want?

If you can accept it, or when you understand what will happen, maybe you can find other ways to solve the problem.

4. know what you want to consider first: break all the goals you want to get into a negotiation into a number of components, consider which part is the first to consider, which part is the next, and which part is the last consideration.

5. what can not be accepted by oneself: in negotiations, there may be some conditions that they can not accept at all.

If negotiations will force you to pcend these limits of principle, you may not be able to spend more time and energy talking about it.

6. know your negotiating boundaries: one of the most valuable things you can do in negotiations is to figure out the boundaries of your negotiations.

This way you can know when to terminate negotiations, when to say "yes", when to say "no", when attitude must be tough; when to leave the negotiating table and end the negotiations.

That is to say, if you reach this boundary, you can consider what you should do.

7. set the top, target and bottom line goals for the negotiations.

When you know what you want, what you want and what is most important to you, you can start negotiating the top line, reality and bottom line for yourself.

These goals are an aspect of the specific results you want to achieve and the scope of activities you possess.

The top line goal is to get everything you really want.

In an ideal state, you may achieve it.

現實目標是實際上你希望得到的結果，不同的談判對象，其結果可能不同。

The bottom line is your bottom line.

When negotiations reach this limit, you should terminate the negotiations and leave the negotiating table.

8. what concessions can he make? Negotiation is full of bargaining, compromise and concession.

In order to get what we want, we must make some concessions.

Therefore, you should consider what concessions you are prepared to make to achieve the desired outcome of negotiations.

(1) what do I have to possess?

What am I not prepared to make any concessions?

(2) what does not matter to me?

(3) what do I have to give up as a condition of exchange?

二、認真考慮對方的需要

The preparation for negotiations can not only consider their own requirements and needs, but also consider what the other party may need.

At this point, you need to make a pposition thinking, standing on the other side's position to consider the problem.

If you are the other side, what do you need in the negotiation; why do you need it; you need to get the reason behind that result; what matters most to you; what is your first consideration; what problems you can't make a concession; what is the worst result for you; what your top line, reality, bottom line are; what you are prepared to exchange for; what you may lose; what you may lose; what questions you may bring to support your position; what facts do you have to ask; do you have enough facts, data or information to support your position and opinion?

Although you can't answer the above questions accurately, after careful consideration and speculation, you can better grasp the process and direction of the negotiations.

三、評估相對實力和弱點

The concessions you may make and the items you can exchange depend on your strength and weakness in negotiation.

Strength refers to the power or influence that can be imposed on each other's actions.

1. decision making authority: do you have the right to make formal decisions?

2. expert power: do you have a wealth of knowledge about the issues discussed?

3. do you have enough time for discussion?

4. your determination and perseverance;

5. are you fully prepared?

6. do you have rich experience in negotiation?

7. do you have internal information?

8. do you know someone who can influence the outcome of negotiations?

9. do you have the right to use certain sanctions or pressure?

在評價實力和弱點時應注意：

1. only when both sides recognize its existence and have a similar view of its usage, will the power of dominance take effect.

2. if you are stronger than others and both sides know, then if you take advantage of this advantage in negotiation, you will make the other party aware of the consequences of not making concessions to your proposal.

3. if you are stronger than the other side, the other side does not know, then your domination will not work. If you have weaknesses, the other side does not know, then you are stronger than you think.

4. skilled negotiators are good at using their power to influence and persuade each other, rather than using this power to defeat each other.

5. the experienced negotiators will think twice before making full use of their weaknesses and realize that the need to work together will increase their confidence in negotiations.

6. negotiation skills can not take the place of negotiation strength.

Negotiation skills can only bring temporary advantages.

四、制定談判策略

Making all your strategies is an important part of negotiation preparation. The main points are as follows:

1. what questions should we ask when we first meet?

2. what problems may the other side ask?

How should we answer these questions?

3. do we have sufficient factual data and information to support our position?

If not, what information should be added?

4. what kind of negotiating style should we adopt?

5. choose the place and time of negotiation.

6. how to start?