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- Know When It Begins. The negotiation process begins once there is a commitment. If you negotiate in the sales process, you risk giving away too much.
- Know the Rules. If you understand the rules of negotiation it’s easy. If you don't, it can be one of the most miserable processes you'll experience.
- Develop a Win-Win Attitude. You're done selling. It's you and the customer working on a mutually beneficial goal.
- Look for creative alternatives. The only thing that will prevent you from negotiating successfully is getting stuck in your position and refusing to look for a way to make the process work.
- Know Your HAP and Your LAP. In other words, know what you want to get in this transaction and what you need to get. Realize that you will probably fall somewhere in-between. It's a give and take situation. Aim high, you'll come out better. Never go below your LAP.
- Plan. Based on information that you acquired in the sales process. What does the customer need and want, what do you need and want.
- Know how to Make Concessions. Whenever you concede, make it conditional to getting something in return. This will add value in the eyes of the customer. If you give in too easily, the customer wonders, “Just how much are they making on me anyway?”
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