1. Successful Negotiating
Successful Negotiating
MPAC Sales, Inc.

2. Negotiating Challenges
 Overcoming the salesperson
“archetype”
 More sophisticated buyers
 Intense competition
 Dynamic markets
 Increase price sensitivity
Successful Negotiating

3. Negotiating Tip 1
Know Your Prospect
 Learn all you can about your prospect.
His or her priorities and negotiation
styles vary dramatically. Having a sense
of your prospects' priorities will help you
decide how hard to push. Be sure to do
your homework. Research their past
history and your topic so you don't
waste your time OR theirs

Successful Negotiating

4. Negotiating Tip 2
Be Crystal Clear About Your Priorities
 You must be clear about your priorities,
your needs, and your top and bottom
line. That way you will communicate
much more clearly. You must come
prepared with all necessary documents
and agreements. Be sure you arrive on
time.

Successful Negotiating

5. Negotiating Tip 3
 Cooperate with Your Prospect
 You must be sure and cooperate with your
prospect instead of agitating him or her. Don't
use manipulation. It just creates bitterness.
What you want is to create harmony. You
must resonate with the hopes, desires,
dreams and fears of the person you are trying
to help. Don't be greedy; always work toward
a win-win result. If you do - you will find it and
future business will just get easier and more
plentiful.
Successful Negotiating

6. Negotiating Tip 4
 Position Your Product and Services
 You must position your product or service in
ways that show the benefits your prospect will
get. A benefit is what the product or service
does - a feature is what it is. Features are
selfish "me" statements - benefits offer "you"
statements. Don't make the deadly mistake of
only talking about price, features and terms.
Successful Negotiating

7. Negotiating Tip 4
 Negotiate the Small Issues
 You must negotiate the small things. When
you put them all together - it makes a huge
difference in your prospect's ability to use
your product or service the best. Only as an
absolute last resort should you ever tinker
with your price. Always remember, when you
drop your price, it decreases the perception
of value in your prospect's eyes. Change your
terms - not your price.
Successful Negotiating

8. Negotiating Tip 5
 Don't Be So Quick to "Split the Difference"
 This is just a short cut way for your
prospect to get the terms he wants. A lot
of people try this approach even when
they feel they have come to terms that are
okay with them. Too many times this kind
of tactic really leaves neither side winning,
or one or both sides feeling that the "best
deal" was not struck.
Successful Negotiating

9. Negotiating Tip 6
 Don't get emotional
 Understand what you REALLY want. But you
must release your emotional attachment to it.
When you get your emotions all tangled up in
the negotiations process - it weakens your
position and causes you not to be able to
think logically. Fear is the worst of these
emotions and will cause you to be impatient
and settle for less than is fair.
Successful Negotiating

10. Negotiating Tip 7
 Beware of Time Wasters
 You must keep focused on your
ultimate goal. Are you advancing the
sale or not? Don't keep rehashing
unimportant points.
Successful Negotiating

11. Negotiating Tip 8
 Maintain the Formality or Informality Set
by The Prospect
 You must maintain the formality or informality
that is set by your prospect. Always greet and
treat everyone with respect. But then wait for
them to set the tone of your meeting. It may
and probably will change with time to become
more warm and relaxed. However be careful
not to get on such friendly terms that you lose
your professionalism and lose respect from
your prospect.
Successful Negotiating