When you’re in the sales industry, dealing with different people every day, you need to be able to know how to relate to each of them and to negotiate for that specific situation. No one likes a pushy salesperson, so it’s imperative to know how to get potential customers onside ethically and morally. Only then can you present your product or service to the best of your ability and find a potential compromise where your customer is happy to buy.
It’s not uncommon for salespeople to need help when it comes to negotiation. Often, you’re only given a goal, ‘sell this product’, and some outdated methods for pitching and interacting with a customer. Admitting that you may not have all the answers and need extra training is a great first step to mastering this skill, because we find it makes people a lot more receptive to the skills we have to teach.
So how do I negotiate well?
To start, you need to be able to prepare the perfect pitch and adapt it to any situation, which can be easier said than done. Once you’ve mastered that, then all you need is the SWISH Ten-Step Negotiation Ladder.
This method is great for both those new to the industry and with years of experience as it lays out the process step by step, and is flexible enough that you can add your own flavour in there. Once you understand the ladder, you’ll be able to understand how close or far you are from converting your prospect, and when implemented correctly will send your close rate through the roof.
What are the ten steps?
The ten steps on the negotiation ladder are:
- Trial Close
- First Stall
- 300% Rule of Value
- Transaction Completion
- WOW Factor (customer service)
- Loyal Clients
Of course, each one of these needs to be handled with the right tone, and your ability to adjust to what the customer throws at you.
This is where the rest of your sales training comes in, as you should have the strategies under your belt to listen to what your customer needs, have a real conversation with them, and adapt to each situation as it comes. The SWISH library can be helpful to you here if you feel like you need a refresher on any of your sales training. Having all of that there at any given time means that you can continually keep on top of your skills and have effective, ethical interactions with your clients.
The SWISH Negotiation Ladder is all about ensuring you can come to an agreement with your customer with integrity to make sure you’re approaching your potential customers in the most appropriate and honest way possible. To learn more about SWISH selling to move away from the myths and bad habits of the sales industry, read about our sales training, sales coaching, and sales courses. No matter if you are located in Sydney, Melbourne, Brisbane, Gold Coast or anywhere in Australia we are able to assist in providing the most innovative ethical sales training.
Written by Ryan Tuckwood