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    Added on 20 July 2022

    What Makes a Skilled Sales Negotiator? The Answer Might Surprise You

    20 July 2022

    Hollywood has painted a skewed impression of negotiators. On-screen, they are slick, fast-talking used car sales agents ruthlessly gaining the upper hand on an unsuspecting buyer. Off-screen, the best negotiators are, for the most part, far removed from that stereotype. According to the top sales courses, negotiators with the following traits are often those who flourish.


    Empathy


    Skilled sales negotiators are, widely, highly empathetic. They understand that emotion more than logic drives most people's buying habits. So, they take the time to determine what's really going on inside a potential buyer's heart. Showing buyers you care can also improve the customer experience, which can lead to repeat business and referrals down the road. The mantra in sales is people don’t care how much you know until they know that you care.


    Displaying empathy can lead to big rewards for the organization in terms of revenue and growth. According to research by Carnegie Mellon University, empathy-based selling techniques can increase sales by 32%.


    Persistent


    According to a study conducted by Brighter Communications, 80% of sales require, at least, 5 follow-up calls. Clearly, being persistent can help you close more deals. However, there's an art to being persistent. If you're too pushy, you could alienate potential customers. On the other hand, if you're not assertive enough, you could miss out.


    That's why truly skilled negotiations are often tactfully persistent. They are careful to strike a balance between being too pushy or not persistent enough, when to stop pressing or when to move on.


    Flexible


    Negotiations can change in the blink of an eye. One day, you're inches away from having a deal locked up. The next, the customer throws a new curveball your way. Flexibility allows you to adapt on the fly so you can still come out on top.


    Consider the following scenario. You're trying to agree on a price with a potential buyer. However, they're not budging on their offer. Do you get frustrated and give up? Or dig in and refuse to budge? Or, maybe, have a crack at a different approach?


    Sales courses train participants to be open to other solutions and try different approaches. As the   saying goes, there are many ways to skin a cat. The important thing is to remember that the goal is to reach an agreement that's beneficial for everyone.


    Emotional control


    Successful sales negotiators maintain a tight grasp on their emotions. They don’t let themselves get needlessly hijacked by their feelings. They know unchecked emotions can cloud their judgment and lead to suboptimal decisions.


    Being in control of their emotions doesn't immediately translate to a robot-like approach to sales negotiations. Far from it. Those who e xcel at negotiating still feel emotions, they just don't let them take control. Instead, they exploit their emotions to their advantage. For example, if they notice that the discussion is getting heated, rather than spouting off, they'll take a step back to diffuse the situation.


    Patience


    Many sales negotiations involve a lot of back-and-forths. Discussions can run on for days, weeks, or even months. It's not uncommon to feel an overwhelming urge to step on the gas pedal and rush things along. However, skilled sales professionals know that embracing speed can be a recipe for disaster.


    They are acutely aware that if they rush, money could be left on the table. Or they may zip past serious red flags, which may result in disastrous outcomes. Impatience can also come across as pushy or entitled, which can offend potential buyers. As a result, great sales negotiators strive to be exceptionally patient.


    Patience allows you to gain crystal clear insights into a buyer's position, needs, and wants. This knowledge is key to finding common ground and crafting a win-win solution. Also, patience helps you build solid trust and rapport quickly. Both of which are essential for successful negotiations and cementing positive ongoing business relationships.


    Well trained


    Negotiating is a complex skill that requires constant practice and refinement. That's why sales negotiators who repeatedly achieve brilliant outcomes fiercely embrace learning. They know that the more they learn, the better they'll be at their job.


    This commitment to learning gives these sales negotiators a distinct advantage over their less-trained colleagues. Studies show that salespeople who receive a mere eight hours of training increase their numbers by 21%, further proof that attending sales courses can pay off in the long run.


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