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People, Business Strategy: Sales and Negotiation Training

Negotiation Training Articles

In a negotiation, do you know how to say “No” to the client?

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When we are in the final phase of a negotiation, sometimes there is a need to say “no” to the client.

The problem is how to do it without breaking the negotiation.

Both parties want to get the best out of the deal.

Often the negotiation focuses on price, but usually, other concessions can be negotiated, such as contractual conditions, delivery dates, product or service options, etc.

Many of our clients are excellent negotiators. And if we are not paying attention, totally focused on every detail of the negotiation, we are often “eaten.”

Sometimes it is necessary to say no to something our client asks.

The simplest way to do this is to clarify the concession.

Instead of saying “no” right away, we should first ask questions to understand the … [ Read the rest » ] “In a negotiation, do you know how to say “No” to the client?”

Do you bite your tongue when sales objections arise?

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When we talk about sales objections, there are always two attitudes in most commercials that go through training. A few grind their teeth. Others begin to rub their hands with happiness. 

As the great Dean of Sales Brian Tracy used to say, on average, there are at least 5 to 7 sales objections in the sale. When an objection arises, it’s a sign of interest in our product or service. 

There is a saying in some countries “he who disdains wants to buy,” and in fact, it is so in most situations in the sale. 

We can always have two approaches to this: to think that customers are being annoying or understand that the business is progressing towards closure. 

Above all, remember to treat all objections as requests. In practice, … [ Read the rest » ] “Do you bite your tongue when sales objections arise?”

What’s a good negotiator to you?

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When you think of a good negotiator, who usually comes to mind?

Someone who yells, who punches the table, who is very tough to negotiate, who does not open a smile or show emotion?

This is often the image we have of a good negotiator, often completely out of reality.

I have had the pleasure, over my years as a commercial, of working side by side with some of the best negotiators I have met.

Some have been mentors in my development as a commercial, others simply colleagues that I have followed occasionally.

Those that remain in my memory until now had the following characteristics that I give as an example of good negotiators:

  • Friendly, soft tone of voice
  • Calm and positive attitude
  • Focus on the relationship and not just the sale
    • … [ Read the rest » ] “What’s a good negotiator to you?”