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Points to consider to develop successful sales negotiation skills to elicit a customer for life!

Prepare yourself thoroughly
Take time to find out as much as you can about your client. This can be done through the newspaper, magazines, internet, competitors, your own client history information. Be proactive and think about any issues that could arise or any concessions you may be asked to make. Set and determine your first offer and be prepared to be flexible. Know what the point is where you want to stop trading.

Align yourself to their interests
Develop a rapport. Rather than focusing on your point of view or becoming self indulged

(easy to do when we really want to sell our product or service) align yourself to your clients interests and needs.

Know your priorities
If it comes to a position of \'trade off\' be very clear in your mind exactly what your lowest priorities are that could be traded off to secure the deal.

Be Patient and Listen
Time can be your greatest ally. Sit, listen and take time. Don\'t get rattled by time! Actively listen and build rapport. Show empathy to your clients point of view. Regularly summarise where you are at to ensure you are both on the same track. Listen intently for signals that show movement. Never interrupt when your client puts forward his/her proposal. If the proposal is unacceptable, don\'t reject their offer straight off.

Ask lots of Questions
Discover your clients needs by asking open ended questions. As you draw to a close, use closed questions to seal the deal. Good sales negotiators use questions provide information, persuade, diffuse conflict and generally keep control of the appointment.

Assert your needs
Choose words and body language which convey strength and authority without intimidation.

Avoiding the word \'No\"
Avoid launching into a direct \'no\' or \'I disagree\' when your client has laid down his proposal. When you reach an area you are not prepared to move upon, explore options. Create options and repackage your offer for mutual gain.

Start High and Concede slowly
Start high - however be realistic and credible and create room to move. With each concession make sure the other side reciprocates. Try to avoid being the first one to make a concession. Empahise common ground and concede slowly. Look for signs that your client is ready to close - listen to their type of questions and watch for a change in body language.

Summarise what has been agreed upon
Go back over every point agreed upon. Write the agreement in explicit language and write it up before separating.