Enigin Help - Negotiate the Final Deal
Often Enigin Distributors and Enigin Partners find themselves in negotiations, which can often be frustrating, especially if you already feel as if you’ve “closed the deal.”
However, as Enigin always teach their Distributors that the deal isn’t really closed until the final contract is signed, and it’s that final contract that comes out of the negotiation process.
These posts, with the help of bnet.com, provides a step by step formula for negotiating a final deal.
This is a skill that every sales professional must absolutely master, but beyond that, it’s a crucial skill for anybody who wants to be successful in the business world.
I strongly recommend that you bookmark this post and the following posts, because it contains the kind of information that you’ll use throughout your career. When you want it, you’ll want to get at it quickly.
1: Lay The Groundwork
As soon you’re certain that there’s a deal in the offing, immediately begin to strengthen your negotiating position by laying the groundwork for the eventual discussion. Here’s how:
- Eliminate competitive threats by avoiding situations where a competitor already has a “lock” on the deal and by constantly positioning your offering or idea as something unique and valuable. This puts you in a solid negotiating position because, ideally, the other party will lack a viable alternative to hold over your head.
- Develop multiple contacts in the organization with which you’re working, and use those contacts to gather and provide a deeper perspective. This help you understand the motivations and politics behind the deal, will make it easier for you to understand why somebody may take a particular position during the negotiation.
- Generate legitimacy through the consistency of your approach. Take a gradual approach to getting everyone on board, and working through the issues logically as a series of “closes”. This creates the impression that you’re a thorough businessperson who can be trusted. Because of that, you’ll be believed when you make statements during the negotiation.
- Create a theme of mutual success that matches the needs of the various decision makers and stakeholders. To do this, you crystallize needs and help everyone visualize a viable approach, so that everyone involved sees you as a valuable resource and thus more likely to defer on negotiating points that you see as being important.If you do all of the above, you’ll find that your negotiations will go more smoothly, because you’ll be negotiating from a position of power rather than a position of weakness.Next Step in the Next Post
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