Module - Negotiation/Objection Handling

At the end of a sale the prospect will express the final concerns such things as price, support, guarantees and so on.
Traditionally they are called objections.  And objections must be overcome.
This mental attitude is wrong.  They are not objections; they are negotiation issues.
The result of the negotiation depends partly on negotiation verbal skills.  Price and terms are interchangeable and we may be willing to make some concession to something of high value to them if they are willing to give a concession in some other area of value to us.

But more importantly, it depends on the Balance of Power between the two sides.  If the prospect really needs what we are selling and we are the only source of supply then we don’t have to make too many concessions.  On the other hand, if they can buy the same product from many suppliers then they do not have to make too many concessions.
The idea is to build up enough power during the sale so that we do not have to make too many concessions at the end.
But where does our power come from?

We build our Power

• by getting our uniqueness into the specification,
• by building a powerful lobby of people supporting our solutions,
• if we can by identifying that they are under more time pressure than us
• by having a full pipeline with other projects to fall back on

If you have an questions about this
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