Often, negotiating can be a long and exhausting process. You can even say that people are difficult. Or they simply would rather do something else than speak to a salesperson. To make thes sales process run smoothly, specialists made up theories. Some are more interesting than others. Based on these theories, sales techniques were born. I selected a few for this post.
- Consider what is important to the client
Each one of us likes feeling important. We like to be in the center of attention. We want our needs to be respected. Therefore, when a client asks for something that seems important to them, it’s best you oblige. Even if you don’t think is that important. That way, you would be giving satisfaction to the people you’re talking to. They will react in a positive way once they understand you are honestly interested in their problems. Thus, they will be more open to a discussion.
- Use time to your advantage
Setting a time limit for an offer is a frequently used technique. Why? It has been proven to be a crucial factor in decision making. If the clients understand that time is of the essence, they will care more about their decision. Otherwise, they will postpone making a decision for as long as they can. A short interval for making a decision followed by a stock limit might precipitate the client’s decision. Of course, most of the time, that decision will be in the benefit of the salesperson.
- Make use of paraverbal
Have you ever noticed that people bond easier with others similar to them? It seems that they tend to trust more the people they find themselves in. Thus, it is recommended that the sales person is on the same page with the client. This will make communication more pleasant. And you’ll have better chances to close a deal.
The working principle of the paraverbal is simple. Try to copy the behavior of the other party. Adjust your way of speaking to your client’s. Pay attention to stressed words, melodic lines, tonality, mimic and gestures. Then try to mold your own behavior to be in tandem with the client’s.
- Call upon senses or past experiences
When reason is an obstacle in decision making, senses or past experiences can work in your favor. Senses or past experiences generate states of mind. And states of mind influence greatly the attitude of the client towards certain situations. Previous collaborations, personal or national pride, reliving pleasant moments are factors that trigger certain attitudes.
Questions are very useful when calling upon experiences and senses. Meaning that questions place the interlocutor in the situation of imagining or remembering things. By stimulating their imagination and memory, you can trigger some states of mind.
Since memory is strongly connected to our state of mind, we tend to associate events with positive or negative feelings. Therefore, when we need to relive past moments, the attached feeling will pop up as well. And your brain will not be able to dissociate the experience from the feeling, except for rare cases.
Details are just as useful in triggering attitudes. Spatial planning of the location where the discussion takes place, atmosphere, personal appearance are factors to be taken into account. Your partner is bound to associate the partnership with your company with positive feelings.
The value of truth of your client’s words is another detail that can provide information about their attitude. If the client answers sincerely to the questions, their will look up and to the left. And if they are improvising, then they will look up, but to the right. And insincere clients might prove to be untrustworthy.
- Play the role of the ignorant
When we pretend to be ignorant, we can ask for all the information we need. Some might say that this is a dangerous move. In reality, the degree of the risk is low, but the results are very good.
With the help of introductive questions, the salesperson will try to get general information about the client. They will be concerned about the state of the client’s business, about the production level or about the type of services the clients is interested in. By playing the role of a person that wants to know more about the other party, the salesperson will tickle the ego of the client.
The more questions you ask, the more personalized is the offer you can make. You can find the weaknesses of the clients and help them handle them. And just like that, in the eyes of the client, you will become a valuable partner.
The above mentioned pieces of advice do not apply universally. A salesperson needs to know how to weigh the reactions of the customer, and to adapt accordingly. The most important thing in a negotiation is establishing a relationship based on mutual advantage. Only then you can build a long-lasting collaboration.