Five Secrets for Successful Negotiation

The word "negotiation" can conjure up negative images of conflict and struggle. But successful negotiation is about discussion aimed at reaching an agreement. An adept negotiator uses skillful techniques to reach a deal without aggression. While negotiation skills can require some practice, becoming a good negotiator is within reach. It just requires following some basic guidelines that focus on the ultimate goal: successfully reaching an agreement acceptable to both parties. Here are five tips for negotiating successfully.

1. Prepare yourself with facts.

Before entering into a negotiation, arm yourself with factual information. Get as much information as you can that is relevant to the subject of negotiations. This also involves asking yourself a series of tough questions. Why do you want to do this deal? Why does the other side want to do it? What's in it for everyone? Then work to get information that benefits not only your position, but theirs, as well. Having facts on your side gives you a position of strength and instills confidence.

2. Decide what you want to achieve before you begin.

Great negotiators know what they want before entering into a discussion. Better yet, they know what they won't accept. Most, if not all successful negotiators say that they have a "walk" point. If you aren't willing to walk away, then you're potentially setting yourself up to make a bad deal. Also, know going in that you aren't going to win every point. Decide in advance what parts are important and what parts you're willing to concede.And never, ever concede beyond your "walk-away" point. Losing a bad deal is always preferable to making one.

3. Always search for the win-win scenario.

Too frequently, people think of a negotiation as a zero-sum game. This means that one party wins and one loses. Successful negotiators see a negotiation as an opportunity for both sides to win. Author Jeff Weiss refers to this as "negotiating to interests." For example, in a salary negotiation, the employee wants a higher amount than what is offered, but the salary isn't flexible for the employer. Seeking creative solutions to fill the gap is a way to create a "win-win" scenario. Perhaps the company can provide flexible work hours, daycare reimbursement, graduate school tuition, etc. that don't cost it much but are of tremendous value to the employee.

4. Treat the other person fairly.

Research data provides an interesting revelation about negotiations. Many times, a negotiation breaks down because one party feels that the other wasn't treating them fairly. What does this mean, exactly? In most cases, it means emotions and ego overcame rational discussion. Pounding on the table and giving an ultimatum may make for great theater in a movie or stage play. But in real life, these things rarely get deals done. Keep a cool head, be respectful, and treat the other people at the table the way you want to be treated. These things will go a long way toward not only getting this deal done, but giving you a reputation as a fair dealer when the next negotiation comes along.

5. Get a decision.

All of the brilliant planning, strategy, and tactics employed by the most skillful negotiator are meaningless without an agreement. This can often happen when the other side just can't get to a decision. Indecision can come from many places, but as a negotiator, you should be prepared for it in advance. Make the decision part of the negotiation, and do it early in the process. Set a timeline, discuss the criteria, map out the hurdles that might delay getting a final agreement approved and implemented.

Listen to a client when they ask for a moment of your time and effort. They want to start communicating more clearly about what they need from you, and you will definitely should hear what they say. It's a good and healthy time for you to both re-evaluate your business relationship. Could it be time to move things to another level? You definitely are ready. It's important to be brutally honest and be willing to be vulnerable at the same time keep the interest of the client. You can't get what you want unless you are willing to ask for it.

Article By www.ScriptoGraphics.com . A Magento eCommerce Web Development Company

Believe it or not, Every Word Counts!

Content Marketing for your ecommerce store and creating funnels for conversation widely depends on how carefully you are writing your content and how helpful and convincing your content for your viewers. As the primary "weapon" to convert prospects into customers, words are incredibly important and effective use of them is also equally important. How you deliver your message and converse with contacts can have a dramatic effect on the outcome of a conversation.

Believe it or not, every word counts! 

As the primary "weapon" to convert prospects into customers, words are incredibly important to salespeople. How you deliver your message and converse with contacts can have a dramatic effect on the outcome of a conversation which is why all salespeople should become (what I call) "word nerds".

Here's a list of 13 words that can help you close more deals and earn your prospects' trust in the process.

Words that Sell - Keep in mind, there is no such thing as "One Size Fits All"

1) You

 Selling is about your prospects, not about your company. A simple way to make this clear is by using the word "you" as much as possible. Think back to your childhood -- did your parents ever tell you it was impolite to talk about yourself? Apply that rule here. Every time you might be tempted to phrase a sentence from the perspective of your company, find a way to rework it to make your prospect the subject.

 2) Value

 "Customers don't care about features and benefits," Colleen Francis, owner of Engage Selling Solutions, writes in her book Non-stop Sales Boom. "They only care about value and achieving their objectives." Again, it's about them, not you.

Skip over all the amazing features your product or service contains and instead make it clear how your offering will create value for your prospect's business. 

 3) And

 This is a clever replacement for "but" when dealing with criticisms or objections.  The word "but" signals to the prospect that you are about to utter a statement that runs counter to what they'd like to hear.
"And" by its very nature is inclusive -- you seem to agree even when you're disagreeing.

Consider these two examples from Sales Coach Seamus Brown:

"I see that you only have a budget of $50,000, but let me tell you why our system costs $100,000."

"I see that you only have a budget of $50,000, and let me tell you why our system costs $100,000."

Brown points out that the second sentence acknowledges the prospect's budget, while the first steamrolls over the problem and makes the buyer feel ignored. What a difference one word can make.

 4) Do

 Many sales experts recommend using "do" instead of "try." For instance, instead of "I'd like to try ... " say, "What I'll do is ... " This makes the seller seem competent and trustworthy, and boosts the prospect's confidence in them.

 5) Or 

 If you present a single proposal to a client, you only give them the option of accepting or rejecting. But if you present them with two or three different variations on your proposal, suddenly you've doubled or tripled your odds of receiving some form of a "yes." So in negotiations don't just ask if they'd like to sign the contract, ask if version A or version B or version C is preferable. 

 6) Should we ... ?

 Most people balk at being told what to do -- especially when the person dishing out orders is not a member of their organization. With this in mind, the phrase "you should" can come off as arrogant and presumptive. Reformulating suggestions as questions helps the prospect keep an open mind and diminishes the potential for the conversation to take a nasty turn. 

 7) Consensus

 According to The Challenger Sale, "Widespread support for a supplier across their team is the number one thing senior decision makers look for in making a purchase decision." So words that express agreement among stakeholders -- such as "support" or "consensus" -- could have a significant impact on your primary buyer's mindset. If you have backing from the entire team, play it up as much as possible. If you don't, stress how you're going to attain it. 

 8) Imagine

 Stories stick in people's mind more readily than straight sales messaging. So the best reps don't only use stories in their speech, they also make sure prospects see themselves as the protagonists. The word "imagine" can be helpful in this aim. Suddenly, the prospect isn't just hearing about a better future enabled through a new product or service -- they're actually picturing themselves living it. And now the vision isn't just in the salesperson's mind; it's a shared vision.

 9) See; Show; Hear; Tackle

 Okay, so this isn't one word, but they're all part of one family. Each of these words evokes a sense, and sensory language grabs people's attention. Think about how the words you use relate to visual, auditory, and kinesthetic triggers.

 10) Their Name

 Just like "you," using your prospect's name makes them feel like they're the focus of your attention, and your presentation is customized just for them. People also naturally pay attention better when their name is sprinkled throughout a speech.

 11) Power Words

 The English language is filled with words that provoke strong feelings -- fear, joy, discomfort, safety.  A good sales presentation will summon all of these feelings and more at the right times. To hit all the appropriate high and low notes, incorporate power words into your speech. Jon Morrow's list of 317 words that pack a punch is a good place to start.

 12) Because

 Ellen Langer, a social psychologist and professor at Harvard University, conducted a study where she tested the impact of phrasing on people's willingness to let someone cut them in line.

Here are the variations she used:

"Excuse me, I have five pages. May I use the Xerox machine?"

"Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies?"

"Excuse me, I have five pages. May I use the Xerox machine because I'm in a rush?"

While only 70% agreed to let her cut in line when she used the first question, upwards of 90% let her skip when she used either the second and third phrasings. The takeaway? When asking people to do something, always include a reason. Don't just request that your prospect introduce you to another stakeholder or fill out a survey -- explain why you'd like them to take these actions. 

 13) Opportunity

 Problems are bound to crop up in the sales process, but that doesn't mean you should acknowledge them as such. The word "problem" has a negative connotation, and can make the prospect feel as if the process is difficult and unpleasant. With this in mind, replace it with more positive words. Instead of saying "no problem," for example, say, "it's my pleasure." "I understand the problem" can become "I see an opportunity to make this run more smoothly."

Article By www.ScriptoGraphics.com . A Magento eCommerce Web Development Company