| We all hear so much about the smooth Donald | | | | going even when we may not fully grasp what they |
| Trumps of the world that we can fall in to the belief | | | | are saying - we figure that we can pick it up later on. |
| that everyone shows up for a sales negotiation | | | | This same type of behavior during a sales negotiation |
| better prepared than we are. Nothing could be | | | | can be disastrous. If you don't take the time to fully |
| further from the truth. In fact, there are four | | | | understand what you are agreeing to, you may find |
| common sales negotiation mistakes that even really | | | | yourself quickly in a bad situation. Call for a break, |
| smart people make all the time. Are you making any | | | | take a time out, or ask the other side of the table to |
| of them? | | | | better explain something before you agree to it. |
| The 4 Deadly Sins Of Sales Negotiations | | | | Doing A Poor Job Of Reading |
| It turns out that the reason that so many sales | | | | Looking the other side in the eye and signing a |
| negotiations turn out poorly for negotiators is | | | | contract with a big flourish sure can make a strong |
| because they enter into the negotiations with the | | | | impression - that you don't have any idea what you |
| wrong state of mind. Instead of preparing for the | | | | are really signing. I learned a long time ago that he |
| negotiation, they go in with a "let's hope for the | | | | who takes the notes, ultimately controls how a |
| best" type of mindset. How can they possibly hope | | | | meeting turns out. The same goes for sales |
| to do well? | | | | negotiations - it really doesn't matter what you |
| Sales negotiators who have this type of mind set | | | | THINK you've agreed to, it's the words that make it |
| more often than not don't do well during a | | | | onto the paper that really matter. Take the time to |
| negotiation. They fall prey to the four deadly sins of | | | | read them! |
| sales negotiations: | | | | Follow Up, Follow Up, Follow Up! |
| | | | It's too easy to think that a sales negotiation is over |
| 1. No plan | | | | and done with once the last paper has been signed |
| 2. Bad agreements | | | | and the handshakes have been exchanged. However, |
| 3. Poor reading skills | | | | both sides of the table have a responsibility to follow |
| 4. No follow up | | | | up and make sure that the agreement is being |
| Your Plan Is That You Have No Plan! | | | | executed by both sides. Not only is this a critical part |
| While I worked for Siemens, there was a large | | | | of doing business, it can have a big impact on any |
| French-Canadian director who would occasionally | | | | future negotiations between the two sides. |
| explode in strategy meetings and shout at people | | | | Final Thoughts |
| that "Your Plan Is That You Have No Plan!" In a sales | | | | A long time ago I took a scuba diving class. One of |
| negotiation, this is often the case when people enter | | | | the key lessons that they taught in that class was |
| into the negotiation without a plan. | | | | the simple phrase "Plan your dive, dive your plan." |
| Instead of a plan, they have hope. Hope that things | | | | The same thing can be said about sales negotiations: |
| will go well. That they won't make too many | | | | you need to have a plan and you need to follow it if |
| mistakes. That the other side will make mistakes. A | | | | you want to have any chance of being successful. |
| sales negotiation is a journey, not a destination. You | | | | We now know what can happen if you don't have a |
| need to have a plan (concessions, demands, | | | | plan: you'll end up skipping over important steps like |
| questions, schedules, etc.) for how you are going to | | | | agreeing to things that aren't clear, not reading things |
| get to where you want to go. | | | | that you are signing, and not following up after the |
| Agreement Without Clarity | | | | deal is done. Remembering to plan your negotiations |
| During everyday conversations with friends and | | | | ahead of time and avoiding the 4 deadly sins of sales |
| coworkers, we all have a tendency to agree to | | | | negotiations will allow you to close better deals and |
| things that we may not have a full understanding of. | | | | close them quicker. |
| This is a polite way of keeping the conversation | | | | |