Negotiations can be frustrating. You finally write or receive the contract you have been trying to generate only to have it shot down. You try pleading your case, scrambling to keep the deal together, but resistance pushes you back.
In today's market, the power of persistence will win.
Apathy is the greatest deal breaker among salesmen and women today. On one hand, you are hungry for business, but on the other hand, you aren't properly prepared to negotiate in today's market. Or a bump arises during and rather than navigate the challenge, you give in and the deal falls apart.
A lack of training, education and skill seems to be the driving force behind failed negotiations. Solving problems requires skill and knowledge.
"The one who solves the problem, earns the money."
Professionals must be problem solvers. If you cannot solve a problem, someone with a better skill set will. It is our job as professionals to fine tune our skills so that we have the answers and the ability to keep negotiations together.
Problems needing solutions encompass the sales business. It takes persistence, patience and an enormous skill set to get results.
How to use the power of persistence:
Know why. In order to serve, you must understand the underlying needs of those who are involved. Rather than immediately accepting defeat, get curious and employ strategy. Don't give up or give in.
Build rapport. Get into your customer's camp. Building a relationship and express your thanks for the business. Tell them you will work hard to serve them.
Ask questions. What is the most important aspect - price or terms? How many other products have they looked at? Learn as much as possible as soon as possible.
Communicate. Through communication you will know what if the customer is someone who has to "win". Build the win into your deal.
Give numbers. Your customer wants to know that he/she is paying a fair price. Provide solid market data and give them the numbers to back it up.
Get back to why. In order to best serve your customer, sometimes you need to gently push and remind them how you can help them get where they want.
Compromise. Find common ground.
Keep momentum. When your customer is engaged and ready, keep the momentum moving.
Be personal. Present all information in person. Be certain to have a clear, concise and compelling presentation.
Employ these strategies for a variety of situations. Get curious. Ask questions to provoke thought about what happens if things fall apart. Keep the parties focused on their outcome.
Remember, "The one who solves the problem, earns the money." The key is to stay focused and tap into the power of persistence.
Amy Lessinger is broker/owner of the RE/MAX Realty Affiliates Reno office. Contact her at alessinger@remax.net.
