Negotiating 101
June 16, 2009
Some day, I plan on sharing with you a few thoughts on what makes a sales person a professional sales person–and not just a self-proclaimed professional sales person. Next month, I’ll give a few questions you can ask any salesperson to determine the kind of professional they are.
That said, the sales process is a two way street and hopefully the end result creates a win-win, not only in a transaction, but also in building a forevermore relationship. No one should walk away from the table feeling cheated, used or manipulated. “No” is a very acceptable word to use reasonably in negotiations.
In previous lives, I have conducted business all over the globe. I enjoyed conducting business in Japan the most. Why? It’s a cultural thing there – if a deal is not good for your Japanese counterpart they will say “no” and conversely you are expected to also do the same. It’s a very honest way to conduct business with one party realizing that I can only get what I can afford or am willing to pay for, and the seller recognizing they can only negotiate to a certain point having a long term need to stay in business. Also, by the way, Japanese customers prefer you stay in business if they buy from you. It is definitely a different experience from other parts of the world.
Summarily, it’s all about The Golden Rule.
One of our sales folks at AFS whom is a professional, sent along a YouTube clip. Though humorous, it speaks volumes of how buyers sometimes try to conduct themselves which is frustrating to professional sales people. Though it is satire – it makes some good points.
Enjoy:
The softest pillow is a clear conscience.
Written by Dave Rusin - Telecom Executive
Posted by wbrache | Filed Under Dave's Corner, Telecom Blogs, Telecom bloggers, Telecommunications industry
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