To stay ahead of the game, getting ahead of the pack, incorporate cutting-edge, human negotiation techniques.
ACHIEVE THE CONFIDENCE OF THE CUSTOMER As an initial stage it is convenient that the prospect feels comfortable with you, empathy is a very important tool, in this way he will feel that he is dealing with an equal and as a consequence he will accept your advice in good faith.
1) Professional image: For the image of a successful negotiator to be correct, it is advisable to dress in a neutral style, so it will be easy to tie in with the costume of the client or prospect; If you are a man, we recommend a plain navy blue, beige or light gray suit and a discreet tie, the same applies if you are a woman, a tailored suit is recommended, but if it is difficult, you can do it with formal clothes and the same colors.
2) Master communication channels: All human beings perceive the world differently, that is, we have 5 physiological senses, however, we understand the universe using one of them to a greater degree, NLP2 experts have cataloged the perception channels in: Visual, Auditory and Sensory or Kinesthetic, to negotiate with each of them observe the following tips.
3) Establish Rapport Establish Rapport is very simple, just imitate your client's posture, movements, gestures and tone of voice -without being obvious-, do it in a sneaky way and start reflecting movements, posture, etc. after 5 seconds.
DETECT NEEDS The best way to do this is by asking and listening. Make an effort to practice the skill of asking basic questions. Ask: What? Why? When? Where? and who? What is indicated is to ask open questions "That cannot be answered with a YES or NO".PRESENT THE SOLUTION AND HANDLE OBJECTIONS · Use all of the above techniques.
- Provide benefits, not features.
- Sell what the product does and not what it is.
- Do not fear the price
- Anticipate objections; This is a powerful technique.
If you successfully contest these, apply immediately.USE CLOSING TECHNIQUES Listed below are 4 of the most commonly used closing techniques.
- Optional closing: It is used when you have realized, through purchase signals issued by the prospect, that he wants to buy, however he does not dare to make the decision, therefore you do it for him, offering him two options.
Eg red or blue.
- ASK FOR AND ATTEND REFERENCES As the last step to close the cycle and thus become a successful negotiator and achieve perpetual sales, ask your new client for three references and attend to them.