Tips for Successful Negotiating by Phone
Below is a MRR and PLR article in category Business -> subcategory Sales.
Tips for Successful Phone Negotiations
Summary
Negotiation is a daily skill, from persuading kids to clean up to securing complex contracts. Your negotiation skills can significantly impact your outcomes. Here are expert tips from Art Sobczak, President of Business By Phone, to enhance your negotiation success.
Expert Tips for Effective Phone Negotiations
1. Evaluate Non-Price Negotiables:
Rather than lowering prices at the first request, consider what you can offer that holds high value for them but low cost for you. This could include faster delivery, extended warranties, or additional products that encourage future business.
2. Understand Your Strengths and Their Needs:
Before the call, assess their requirements and desires, your assets, and your goals. If you know a buyer often negotiates hard on price, remember the unique value you provide.
3. Set Clear Objectives:
Define your goals for the call. What actions do you want them to take, and what are your own objectives?
4. Aim High and Set Minimums:
Have ambitious yet reasonable goals in mind, and establish your minimum acceptable terms. Knowing your leeway aids strategic decision-making.
5. Anticipate Their Tactics:
If familiar with the person, anticipate their requests and prepare counter-strategies. Otherwise, practice possible scenarios to avoid being caught off guard.
6. Gather Comprehensive Information:
The more you know, the better your negotiation will be. Knowledge empowers your negotiation stance.
7. Limit Unnecessary Information Disclosure:
Avoid offering concessions or information unless needed. Unnecessary disclosures can lead to more demands from the customer.
8. Avoid Splitting the Difference:
While tempting, it often costs you. Instead, reframe offers to aim for a better agreement, using strategic responses to counter proposals.
9. Trade Concessions Strategically:
Ensure that any concession you make results in a reciprocal benefit. One-sided concessions rarely foster healthy relationships.
10. Use "If I, Will You?" Tactics:
Before agreeing to their requests, get a commitment in return. For instance, “If I can prioritize your order, will you increase the purchase volume?”
Remember: "You don’t get what you deserve; you get what you can negotiate." Taking these tips into your next negotiation will set the stage for a more successful outcome.
You can find the original non-AI version of this article here: Tips for Successful Negotiating by Phone.
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