A sales negotiation is a strategic discussion (or series of discussions) between buyer and seller that ideally leads to a deal being closed. The main goal of the negotiation process is to reach an agreement that's acceptable to everyone. Successful negotiation outcomes often start with the sales professional having and demonstrating the right mindset–one focused on a building a long-term partnership whereby both parties (buyer and seller) benefit more by working together than if the partnership did not exist.
In his book Closing Time, Ron Hubsher highlights the 7 immutable laws of sales negotiation:
In addition to demonstrating the right mindset, successful negotiation outcomes begin with embracing a value-based sales methodology like Command of the Message from the very onset of the sales process. In fact, the below critical sales skills are prerequisites for a successful negotiation:
Conduct effective, ongoing discovery to
Don't start a negotiation is you are not the buyer's 1st choice. With a thorough understanding of your customer's needs, be sure to:
The Command Plan provides a framework to maximize your likelihood of winning and securing the customer's business for a defined purchase initiative. Before even attempting to move to Close, be sure you have compelling answers to every component of the Opportunity Overview section of the Command Plan.
While there are numerous closing techniques out there, the LinkedIn Learning course referenced below recommends four common closing techniques (these need not be mutually exclusive):
