Negotiation is not a Destination

You’ve heard about negotiation before, perhaps you agree that it’s needed. But how will a negotiation process that’s specific to sales enhance your strategy and help you win deals?

If there’s one thing everybody knows about sales, it’s that serious negotiation starts when you and your customer or prospect sit down together to close a deal. Right? When people hear the word ‘negotiation,’ they think, “Oh, that happens at the end of the sales process”. The best salespeople start thinking about negotiation much earlier — sometimes even before they’ve made the first contact.

Negotiation is not a destination that you reach at the end of a sale, nor is negotiation about one party winning and the other losing. Negotiation is part of each step of the sales process, not a one-time event. It begins prior to the first sales call and ends with customer recognition of the value your product or service brought to his business.

Interests, options and deal-breakers
Too often, salespeople don’t dig enough to find the customer’s real interests. They need to find out whether the client’s focus is around price, or around the terms and conditions or around something else.

In general the goal is to satisfy clients and provide them with service they consider valuable. When you negotiate from the very beginning of the sales process, you uncover the buying organization’s interests and can therefore generate more creative options. You learn the criteria on which their interests are based, and you discover deal-breakers. You explore how both parties can win. Perhaps even more
importantly, you discover if both parties can win; after all, it’s far better to lose quickly and exit the situation, thereby wasting fewer resources, than to lose slowly.

Achieving the end goal
Additionally, since the end goal is repeating customers, there’s no advantage in creating a situation where you win and your client loses. If your negotiation leaves a bad taste in your customer’s mouth, it’s less likely that they’ll come back to you for more products or services. Conversely, by negotiating in a way that allows both parties to win, you set up an environment that is conducive to a long-term
relationship.

Incorporating negotiation into the early stages of a working sales process leads to deals–and client relationships–that are more mutually beneficial.

Negotiation Tips – Apply These Tips on Negotiation and Prosper

I took hours out of my day to share these negotiation tips with you, and I while I hope you appreciate the effort, I hope more that you APPLY these principles and tips on negotiation (just not if you ever negotiate with ME ;) ). Either way… maybe I will just go ahead and save the best few tips on negotiation for myself…But here’s a few of the many great negotiation tips I’ve learned and observed, as well as used and had used on me.

Negotiation Tips

16. He who mentions numbers first loses.

17. After a long negotiation if and when you push too hard and they come back with “At this time we have decided to disengage from any further negotiations with you on this deal”…I learned the hard way that you can ONLY regain the upper hand if you don’t respond at all. At ALL. Don’t do it. Put the phone down. Don’t hit send on that email. Give the stamps a break. Wait. Just let it simmer.

18. Use what negotiation tactics people use on you to get better. For instance, use “At this time we have decided to disengage from any further negotiations with you on this deal”- unless they read this post they won’t no how to deal with it. If they need the deal more than you do, they will acquiesce and come back to the table willing to give you more.

19. Storm out of the room. In a controlled manner. Don’t actually be mad. If you’re mad you’ve lost control. Don’t lose control, just let them know that something was so unacceptable you would rather be gone than consider it.

20. If you slam a shoe down on the table, make sure you’re still wearing two shoes (or it will looked contrived). Yes, that’s a famous negotiation tip and one many will remember being used by the Soviet leader Kruschev on the world stage

21. Don’t try to be someone you’re not. There are different negotiation styles. Find yours by trial and error. Not all of these negotiation tips will be best for you. Some are me, others are not, find what works for you.

22. Team up with someone who complements your negotiating style; they call it good cop bad cop for a reason. Two good cops don’t push hard enough and two bad cops push too hard.

23. Control your body language. This is one of the simplest tips on negotiation to mention, but one of the hardest to explain. And even harder to master. But it’s that much more powerful if you can, because so few can truly do it.

24. Watch their eyes. The eyes are windows to the soul.

25. Learn to use leading questions, that prompt the other person to give the response(s) you’re looking for.

26. Tell them what’s going to happen next: “here’s what we’re going to do…”

27. Understand Ziff’s Principle of Effort (when someone has time invested into a deal in a considerable amount they will work harder- i.e. give more to you– than risk losing the deal)

28. Use the salami technique. Get what you want in small, incremental slices.

29. Be the first to put it on paper. You control the language. It’s what’s on paper that will matter most in the end.

30. If they want to use their contract, let them! We will use my addendums. ADDENDUMS SUPERSEDE THE MAIN AGREEMENT.

Negotiate a Home Loan Modification – Here Are Your Options

When the homeowner deals directly with the lender, there shouldn’t be any fees associated with the modifying your mortgage. When you negotiate with your lender, it is important to be prepared. Have a complete financial analysis – this includes all sources of income and all expenses. It is important to have all documents prepared to negotiate with your lender, a complete loan modification kit can help with this. Also keep in mind that lenders negotiate with the following guidelines:

o Maximizing returns on mortgages
o Minimizing losses on mortgages
o The best interest of the stockholders and the bottom line

If you don’t feel that you can successfully negotiate for yourself, there are other options. Using a home loan modification company is one such option. If you choose to use a professional like a home loan modification company, there will be fees paid for services rendered. A company that specifically deals with modifying home loans will have a diverse staff with the experience needed to successfully negotiate with your lender. The combined experiences and backgrounds of the company’s employees can be a powerful force in your favor when negotiating a home loan modification. When choosing a company, make sure they are able to deliver what they promise. Never work with a company that asks for an upfront fee and always check with references.

Another option is housing counseling agencies that have been approved by HUD. These agencies are funded by tax dollars and perform home loan modifications at no cost to the consumer. With the current economic down turn and the rise in the number of homeowners needing assistance, these agencies have become overwhelmed with cases and are forced to turn people away.

If you do not feel comfortable negotiating for yourself, you may feel that hiring an attorney is right for you. Make sure to find one that will fight for your best interest. A good attorney with ample experience negotiating modifications to mortgages can be a good way to get yourself a modification that will get you back on track and keep you there. Many home loan modification companies have attorneys on staff, which is something else to consider.

Remember, that while lenders are going to negotiate for terms that are in their best interest, an attorney or home loan modification company will fight for yours. If you are going to hire either a company or attorney, it is a good idea to conduct an interviews. If possible, conduct the interview in person and at their office in order to get the most accurate impression.

Questions to ask:
o What are all the costs associated with getting you a home loan modification?
o Are the fees flat or hourly?
o How many modifications have you successfully completed?
o Are there any customers you can speak with to get a recommendation?

If you find yourself falling behind on your mortgage, there are remedies available. Calling your lender and opening the lines of communication is the first step in solving your mortgage problem. When entering into negotiations with your lender, remember that they will have their best interests in mind, it is your job to fight for your best interests. If you feel that you will not be able to successfully negotiate for yourself, there are agencies, companies, and professionals available to assist you. Using one of these options may cost more than negotiating for yourself, but they be better able to get you a modification that will be a long term solution.