How to Help Your Employees Negotiate Their Way to More Sales

By on October 1, 2019


Image source: Needpix

Success in the workplace requires a lot of skills, hard work, determination and a little luck. One key thing many fail to realize is that getting ahead in your career involves being able to take advantage of opportunities that arise. Negotiation is a skill that can help anyone get ahead in their careers, improve their sales records and achieve long-term success. Skillful negotiation relies heavily on being able to listen well and retain what is heard. 

There are many benefits of learning to negotiate better. As a business owner, you may be tasked with helping your employees improve their skills in this area using negotiation training. A lack of knowledge can hold a lot of employees back from their true career potential. To help improve your employees and your business, below are some tips on teaching your workers to be better negotiators. 

1. Learn To Listen For Key Information During Conversations 

Negotiation and listening go hand in hand. To be able to negotiate more effectively, you need to be able to listen and remember key information during conversations. For example, if you are speaking with a customer who says they are not happy with their current supplier, you will be able to put that information to use when pushing your services. Listening for key pieces of information will give you an upper hand and allow you to gain confidence that will persuade customers to see your point of view more easily. 

2. Have Outcomes Planned Out Beforehand 

The best negotiators do not wing it. They go into a negotiation with detailed plans for all possible outcomes. This will allow them to be prepared for anything. It is important to know what the other’s weaknesses might be and what they might be looking to trade beforehand. Keep an ear out for things that are tradeable. These are things you can easily offer during a negotiation that the other party finds valuable. 

3. Don’t Be Afraid to Walk Away 

It is always preferred to walk away from a negotiation with the sale or deal. However, having the strength to walk away at a point when the deal or sale is no longer worth it is important. Never go into a negotiation without having in mind your preset “walk away” point. Learning to stick to your walk-away point, even if their offer is very close, will help you become a stronger negotiator over time. If you don’t walk away one time, you may find it harder to be assertive the next. 

4. Put Yourself in the Other’s Position 

Another benefit of learning to listen for key pieces of information is that you can help put yourself in the other’s position. Gaining a stronger position as a negotiator comes from learning more about the opposing side. Powerful negotiating skills come from strength. Most people fail because they focus more on their own weaknesses than the other person’s. 

5. Consider Your Alternatives 

There is no bargaining power if you go into a negotiation with a single option available. It is crucial to have more than one alternative available to offer the other person. You will come across more confident when you have several options at your disposal to choose from. Your chance of getting the deal or sale will improve significantly. 

6. During the Bargaining Stage, Use the “If you…then I” Phrase 

There needs to be some wiggle room on both sides for a good negotiation to take place. Consider what you and the other person are having to give up in order to gain what is on the table. When the other person starts to bargain for your products and services, try to give them something more for the trade that would benefit you both. If they want a discount, only offer to give them a discount if they buy more. This can benefit both parties. When you only agree to the original trades, you are demonstrating your original offer was reasonable for the value of what the other was offering. 

People get intimidated by trying to negotiate. It is a necessary skill that can be learned and practiced. Allow your employees to receive training that will improve their sales and the bottom line of your business.

About Kevin Gardner

Kevin Gardner graduated with a BS in Computer Science and an MBA from UCLA. He works as a business consultant for InnovateBTS where he helps companies integrate technology to improve performance. He shares his knowledge and expertise not only with his clients but with his fellow bloggers and readers.
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