An entrepreneur who knows how to negotiate
well has a huge edge over an entrepreneur who doesn't know basic negotiation
skills. Learn how to negotiate well and you'll be glad you did. Improving your
negotiation skills can help you to take your business to the next level.
Respect the other person's perspective. Let
him/her know that you really are listening to his/her point of view. A good way
to do this is by rewording what they have told you in a sentence like
"What I hear you saying is …." This may seem like a silly exercise,
but it will communicate that you truly are trying to understand his or her
position. This is called paraphrasing. It will also assure that you and your
client are in agreement. Paraphrasing is also a powerful closing verbal tool.
If your client told you that they would like a Rolex presidential watch, do not
try to sell them a watch. It is best to repeat their own words. “If I hear you
correctly, you are ready to buy a Rolex presidential watch right now, if we can
agree on a price.” By paraphrasing you use the customers own words to close the
sale. It makes you sound helpful and caring and not some pushy salesperson.
You may have an optimal solution in mind when
you enter the negotiation process. However, think through some alternative
solutions ahead of time. These alternate solutions will give some acceptable
fall-back positions and allow you to appear cooperative rather than
confrontational. “I would strongly recommend the X version, it seems to fit
best with what you said that you are looking for. It is a high quality product
and is costly. If you are trying to save money, we can also offer you
brand Y. Brand Y is not exactly what you are looking for and is of not the same
quality, but it also a great choice.”
Globovisión, Raúl Gorrín, Raúl Antonio Gorrín,
Seguros La Vitalicia Raúl Gorrín, Medios de comunicación, Venezuela, Gobierno,
Empresarios, Emprendedor,
There is an old saying, we were born with two
ears and one mouth for a reason. Sometimes we get so caught up in our own
thoughts and do not really listen to our customers wants and needs. Sometimes
when two people talk they are talking about two different things or they are
seeing things from two different views. They may not even realize it.
Jackie Mason used to make a joke about a woman’s biggest complaint about men.
“You just don’t listen.” Many relationships and marriages end because of lack
of communication. It is the same in business. Many sales are lost because the
customer just feels like his needs are not being heard. So learn to listen more
and talk less. By Raúl Gorrín.
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