Information is Power in Sales Negotiation

Habe im Newsletter von Paul DiModica mal wieder etwas interessantes gefunden, diesmal über mein aktuelles Lieblingsthema: “Macht in der Verhandlung”

Paul ist wie wir ein großer Fan davon, nicht nur über das Verhalten während der Verhandlung, sondern auch über den gesamten Prozess der Verhandlung (eingebettet in den Verkaufsprozess) nachzudenken und sich strategisch damit zu befassen.

Hier sind seine 10 Regeln:

1. Prepare…Prepare…Prepare – Don’t shoot from the hip!
   A smart negotiator learns to anticipate what the other party wants.
2. Focus on business pain, not the product or service.
   If the prospect decides to do nothing, what will it costs them?
3. Understand the power of language – words are visual brochures!
   Learn to respond rather than react and shift from a pure bargaining mode to one of collaborative negotiation.
4. Learn to listen like a student.
   Active listening will exponentially increase your skills as a strong negotiator because you will learn to focus on the prospect’s opinions.
5. Position your product or service as unique.
   Remember, you are a specialist and your product or service fixes the pain.
6. Use timing to your advantage.
   Ih the buyer is under a time deadline … and you know it, you have the negotiating strength.
7. Try to negotiate small issues.
   All prospects want to feel they are receiving a fair deal.
8. Learn to manage the relationship actively with the prospect.
9. Negotiating is a life skill…Sharpen the sale by learning.
10. Be willing to walk away.
    Know exactly what a “win” means to your organization. Don’t be willing to drop below your bottom line.

Gute Tipps, oder?
Und wie ist das in Ihrem Verhandlungsprozess?
Heiko van Eckert

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