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Technically the negotiator must be an expert of the product or the service that he offers
The negotiator must have alternative objections
The negotiator must be convinced that the objections are helpful
The negotiator must control the means of negotiation :
- the discovery of the customer (psychological approach),
- behavior verbal and nonverbal,
- the methods of refutations objections
How to conduct a negotiation ?
- Let the customer speak completely,
- In other words, rephrase or ask for further clarification
- Answer the real objections, explain, demonstrate, illustrate,
- Systematically lock by a control question,
- Anticipate the customer on certain objections,
- Go first in the same direction as the customer in order to direct the conversation in a different direction,
- Defer the response to an objection raised too early in the negotiation,
- Do not answer any objection
- Transform the objection in argument,
- Do not answer yourself but use the perspective of another
- Ask the customer in order to bring it to answer itself has objections
These type of customers have mostly little or an average knowledge about what you are trying to make them understand. So these type of sales do not get closed in one go, you need to deliver what they want to hear because the more you offer the more they ask you because they kill your time and effort and search questions what you try to make them understand. You need to deliver what you have with a close ended answer.
