negotiation training

Is That Negotiable?

Posted on June 2nd, 2015

Imagine you sell telecommunications solutions and you are making your final presentation to the board of a call centre provider.

It’s a major proposal, and when you have finished the managing director smiles and comments, ‘This looks to be a very impressive solution. However, before we go any further, may I ask you about the £56,000 price you have quoted? Is that negotiable?’

The customer is testing the price. That’s a perfectly reasonable thing for an intelligent executive to do. How do you handle it?

This is where negotiation training can help. Let’s look at the options. If you say ‘no’, it sounds very strong. It also invariably sounds like a form of attack. That tends to hurt the relationship by making people feel they are being pushed around. You may also lose the business on the price objection, so this response is to be avoided.

On the other hand, if you say ‘yes’, your price is going to be reduced for sure. You are sounding weak and a skilled negotiator will gleefully take advantage of that.

A terrific phrase that has helped thousands of sellers is to reply, ‘We are always willing to listen to any constructive ideas that will improve the acceptability of our proposals.’

You haven’t said ‘no’ and you haven’t said ‘yes’. Instead you are leaving the door open for further discussion. That’s a hallmark of a mature negotiator. Your answer has the consultative-partner style stamped all over it and is one of the most professional skills you can use.

Your customer will probably respond ‘What sort of constructive ideas?’, to which you say, ‘If you agree to x then we can agree to y.’ Then you are straight into a normal negotiation.

We cover this tactic and many more in our Professional Negotiation Skills course. We also run a specialist Fee Negotiation workshop for lawyers and accountants.

Skills blog
The First Rule of Business – Be Responsive

Top sportspeople when they are not playing at their best, know the key to get back on form is to revisit the basics. Golfers use a coach to check their swing, tennis players their shots. Mastery of the fundamentals is where excellence begins. The same applies to sales and leadership.

READ MORE
How to get people to like you - foundation sales skill
How To Get People To Like You

You’ve heard it before – people buy people first, and whatever else second. It’s one of the timeless principles of selling and it is as true today as it has always been. If people don’t feel they can work with you, if they don’t feel comfortable or trust you, they will usually not tell you – but they

READ MORE
Solution selling - fall in love with the problem
Your New Sales Credo?

‘Fall In Love with the Problem, Not the Solution’ is the title of the best selling book by Uri Levine. Written as a practical guide for startups and entrepreneurs the book highlights the importance of fully understanding the concerns of your target market and making that your priority, NOT your solution. The same applies to selling. In fact, it

READ MORE