It is a very big mistake to negotiate with a person who is only an intermediary in the transfer of information.
Decision maker
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The situation will look like this: you came to negotiations, give 100%, answer clarifying questions. And then the interlocutor tells you that he will pass on all the information to his manager. Just numbers, dry data. He will not be able to convey either your energy or your effective presentation. How much do you think the chances of getting a positive answer are reduced?
To avoid this, clarify uruguay email list immediately who will be present at the meeting and whether these people have the authority to make the final decision. Based on this, you can choose the appropriate negotiation strategy. Do not waste your time on ordinary managers and seek a meeting with the decision maker.
Acting according to a template and ignoring the interests of the client
A good working script is good. It allows you to correctly distribute forces during negotiations, take into account all the nuances, and, if necessary, take a hit. But if you always act only according to the template, you can miss out on major clients.
Maneuvering during negotiations
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The goal of any negotiation is to reach an agreement. If you only stick to your line and your interlocutor sticks to his, the deal will most likely not take place. To avoid this, you will have to maneuver:
Set the main benchmark, write down the conditions and stick to the main course. The side with more conditions will ultimately "win".
Use soft skills to give in but still win. Listen to your opponent and seek compromises.
Offer solutions to the client's problems, rather than describing the functions of your services. Create value in negotiations. The more benefit, the more chances to get a client.
Be honest with the client. If a condition is unacceptable to you, say so immediately. If there is a possibility of reaching an agreement, discuss every little detail.
Thinking that after negotiations the client is “in your pocket”
It is a mistake to think that after negotiations, even very successful ones, everything is over. On the contrary. Everything is just beginning. And an agreement reached during negotiations is not yet a deal.
Beginning of cooperation
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There are still several important stages ahead of you: approvals, signing and closing the deal. And this is not as fast and painless as many people think. When you agree, these are just words. When it comes to signing, it is important to take into account every detail and take on all obligations to fulfill these agreements.
After the euphoria has passed, the work begins. And throughout all stages, it is important to keep a cool head and energy in order to bring the matter to a logical conclusion and begin collaborating with the client.
What can be done to successfully complete negotiations:
record all agreements;
send them for approval by the other party and make corrections in a timely manner;
If necessary, don't be afraid to schedule additional meetings with a potential client.
Follow the rules of negotiation strictly and avoid the mistakes listed above to ensure that all deals with clients are completed successfully.