Create a Safe Negotiating Space
In a career as a salesperson, chances are you will come across a professional negotiator. Someone who has been trained to get the best deal possible. There are plenty of strategies to prepare you to work with these savvy people.
But most deals are going to be with average buyers. People who hate conflict as much as you do.
In these situations, it’s important to create a safe negotiating space.
A safe space allows for mutual discovery, understanding, and ultimately a relationship that will create better outcomes and longer-lasting agreements.
Here are five tactics you can take to foster a safe negotiating space.
- Create Rapport
- Demonstrate, don’t assert
- Use anti-suggestions
- Play the pauses
- Be prepared for impromptu negotiating moments
Get even more of Steve’s insights on how to strengthen your position and achieve results in Negotiating with the Savvy Software Buyer.