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Managing the Sales Negotiation Process
By Michael Schatzki, MPA, CSP, Principal, Negotiation Dynamics®

How many times have you heard: "You've got to drop your price by 10% or we will have no choice but to go with your competition." How you handle that negotiation will determine whether or not you close the sale and how profitable that sale will be.

How many times have you heard:

  • "You've got to drop your price by 10% or we will have no choice but to go with your competition."
  • "You will have to make an exception to your policy if you want our business."
  • "I know that you have good quality and service, but so do your competitors.
  • What we need to focus on here is your pricing."
  • "I agree that those special services you keep bringing up would be nice, but we simply don't have the funds to purchase them. Could you include them at no additional cost?

Every time you hear a statements like these, you're in the middle of a difficult sales negotiation. How you handle that negotiation will determine whether or not you close the sale and how profitable that sale will be. In order to give you a real edge in your sales negotiations, I have listed below some key points taken from my Negotiation Dynamics


Michael Schatzki is a master negotiator whose high energy, content-packed keynotes, breakout sessions and seminars draw rave reviews. His Negotiation Dynamics

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