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1. Understand budget and mind of customer (how bad is the need, does he see value in your product /service, is there scope of repeat orders)
2. Give discounts , offers to push customers for quick deal
3.Make sure deal is made as per terms and conditions of company , just getting a PO is not enough because it should be valid.
In additional approach right people for negotiation if you negotiate with some who cant make decisions its waste of effort and time.
I agree with that, and also i would like to add the following ?
1- Be the one to start teh Negotiation, the one who start can controll the aspects to his side
2- Negotiation by writing, since the contract will be whritten and it is important to have the main ponts listed.
3- Stay cool! Negotiation is stressful some times and to controll your self and stay calm and cool is very important
there are a Personal Negotiation skills, combain it togther with the M A N technuiqe and the Technical Sales process.
