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.
5: Don’t Let It Get Personal
Once you’re clear on the deal you’d like to forge, and know where you’ve got wiggle room, sit down with the the other party and talk about the issues.
As you negotiate, do not allow the prospect to feel as if he can simply dictate terms. That’s a recipe for a win-lose outcome, with you on the losing end of the deal. Whenever you take a position, be sure you can buttress it with appropriate rationales. Be specific about your facts and don’t let the negotiation process become emotional. Remain detached and objective.
Here’s an example:
- CFO: We’ll need you to offer this at 35 percent below your asking price in order for this deal to go through.
You: I’m sorry, but if we sold it to you at that rate, we’d be losing money on the deal. - CFO: What kind of idiot do you take me for? I know for a fact that you gave Acme a 35 percent discount.
You: That was a one-time situation because we needed a reference account in that industry. - CFO: Why can’t we be a reference account?
- You: Of course, but you’d be a lousy reference account if we gave you a 35 percent discount, because then we’d have to give everyone else the same discount, which would put us out of business.
- CFO: Why should I care?
- You: Let’s just be practical here. I’ve already offered the largest discount that’s possible. If you’re short on money, maybe there’s a way we can scale down the deal, or come up with long-term financing, so that it becomes more affordable.In the above conversation, the CFO keeps attempting to make the situation personal. These attempts fail, however, because you stick to the facts and explains the reasoning behind your position.
Next Step in the Next Post
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