Negotiating is a difficult exercise to master, especially since the goal is to obtain an excellent result despite the reluctance of the client or the investor, for example. To negotiate is to go towards the unknown, the other and therefore to try to slow down what will convince him. Some of your attitudes can play tricks on you during your meetings with your prospects and lead to failure. To avoid falling into the trap, here is a list of 9 mistakes to avoid.
1/ Method of preparation
To become a commercial end, preparation remains an essential step. If you think you’re going to collect all of the product or customer information, go for it. Get organized step by step. Rank the themes (price, advantages, features) that make up your strengths, but not only. You must be able to answer questions and objections during your exchange. Know what to answer in advance so as not to be destabilized the day of your meeting. “Before any negotiation, it is important to analyze the context, if it is required who will be facing us and who will be sensitive”, confides Thierry Krief, president of Nego & Co, consulting company, on the Journal du net site. .
2/ Thinking that the price is the most important
Do not announce your entry price! Listen to your customer first. He knows what he needs and why he wants it. Before talking to him about the advantages, the characteristics of your product or service, it is better to know which ones will seduce your customer. The price remains only one factor among others. It remains relative to what you offer. Give them payment, delivery, warranties and quantities should also factor in. Remember that price is not the only thing that needs to be negotiated.
3/ Mismanaging your emotions
If you are in these first negotiations, do not be lax to avoid stress, anxiety or shyness. You must convey your confidence in yourself and in your product to be as credible as possible in front of the prospect. “A good negotiator takes into account the emotions of others while channeling his own”, said Aurélien Colson, professor of political science and director of the Institute for Research and Education on Negotiation at Essec, on the Capital site. Meditate, breathe, and be sure to calm down and lose control of the conversation.
4/ Let aggression take over
Don’t take this negotiation too personally, it remains only a conversation between two parties and not two adversaries. Reacting aggressively will undoubtedly make your prospect recoil, who will not be seduced. “You can be tough in business without despising your interlocutor,” says Thierry Krief, president of Nego&Co, a consulting firm. Manage your composure and don’t let anger overwhelm you.
5/ Be sure of your time
Going into this exchange thinking that “it’s all done” may harm you. You never really know how your interview is going to go. You overestimate your skills, and at the same time your preparation. Real mistake! Otherwise, if you overconfident, on the pretext that your offer is attractive, you risk repelling the prospect who will perceive your attitude as a lack of humility or even as arrogance.
6/ Being in a hurry
Your objective is certainly to conclude the “deal”, but do not rush to get there. Haste prevents you from being able to skillfully. If your first proposal suits you, it is in others, and if it still does not work, offer your client a new exchange so that you can think about my new alternatives.
Going too fast may lead to improvisation and you won’t get the expected results.
7/ Do not “listen” to your interlocutor
You often think you listen to your client as they should. Attentive listening does not boil down to acquiescing to each of his remarks. To counter this bad habit, practice active listening. “
Some people think that active listening means that they are in the other person’s shoes and the strength of the agreement with them,” explains Patrick David, consultant and author of Business Negotiation in Practice. Be empathetic, but analyzing “non-verbal” behavior is also very helpful. If your prospect affirms one thing by speech, his gestures can affirm another. Distinguishing between hearing and listening will ensure you don’t miss these telling details.
8/ Make concessions without consideration
You might tend to overdo it according to your client, for fear of losing their consent, without getting anything in return. Remember that the main purpose of negotiation is to find a win-win agreement between the two parties. See this issue as a tennis match, if you grant a concession to your client, he must in return provide you with a counterpart. A ball return that allows you to obtain a happy medium in your results.
9/ Do not think about the long term
You want to sell your products at all costs, no matter how you get there. A significant mistake. A negotiation should lead you not only to an agreement but also to the beginning of a lasting relationship over time. Remember to trust your prospects who do not take refuge in the crowd when the opportunity arises. If you establish a climate of trust between you, by offering diversified solutions, your prospect will be shaved.