Negotiating a Sale

How to Negotiate a Sale by Understanding Your Customer’s Needs

How to Negotiate a Sale by Understanding Your Customer’s Needs

Negotiating a sale is always tough, whether you are doing it for the first or the thousandth time. However, every negotiation offers an opportunity to learn something new, and with practice, you can train yourself to rise to and accept the challenge with relish. This guide will help you to understand the wants and needs of the customer and help develop your negotiating strategy allowing you to take control of the process. You will then be able to recognise when to set a high price and when to make concessions so you can reach a mutually beneficial conclusion. How can I understand what the customer wants? The more you know about a customer, the better negotiating position you will put yourself in. Aim to understand a number of things. Their wants. What exactly are they asking for? Do they w... »

Deal or No Deal: UK SMEs Shun Negotiations

A third of small business owners and managers do not see themselves as naturally strong negotiators, according to a survey of 1,000 small businesses by T-Mobile. In determining the factors holding them back from negotiating, the survey identified lack of time, a belief that negotiating won’t make any difference and other business priorities as key reasons. One in ten (10%) of those surveyed only try to negotiate when they are having cash flow problems. Over a third of small business leaders expect suppliers to quote an unreasonably high first price and 71% of small business leaders believe suppliers often offer better deals to large enterprises. However, many are not negotiating with their suppliers to try and secure the best deals. Indeed, 63% of those surveyed have walked away from... »