Preparing To Be a Player
As a rule, success depends on practice; hours and hours and hours of practice. It’s true in sports. It’s true in music. It’s true in entertainment. Most professionals wisely eschew seat-of-the-pants performances.
In the sales profession, we often enter into a negotiation with little to no preparation.
As a result we rely heavily on instinct.
Instinct tends to drive us squarely to the extreme ends of the Response Spectrum. It produces ineffective, low-quality responses.
Savvy buyers, by contrast, are more likely to:
- Be prepared with planned negotiating ploys
- Have alternatives to your offer to use as leverage
- Set deadlines that are to their advantage
Whoever has the stronger plan and/or is best prepared is much more likely to prevail.
Get even more insights on how to strengthen your position going into a negotiation in Negotiating with the Savvy Software Buyer.