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I believe the best comes with experience.
Always try to create a win-win proposition for a long term customer relationship. What your organisation needs is customer equity/ loyalty.
Sales people should think like entrepreneurs who are responsible for profitability but also long-term sustainability of the organization.
This can only happen by engaging the client closely and trying to provide solution the client values. for e.g. one of the organisation i am interacting with wanted to organize desert camping for their employees but they didn't have a HR manager. The organisation was suffering from poor interaction among staff and low job involvement. When i suggested that i can help them by creating event calendar and promoting it within their organisation, they agreed. Eventually, i got the business from t hem for much more than what i asked for. They want us to organise many more such activities to facilitate interaction through management games.
(kindly note that i am looking for a career opportunity / internship with a digital marketing agency )
Put forward your claims, listen to their share of points, try convincing the client how best we can make a move foreseeing risk on both sides, and arrive at an amicable settlement.
in my opinion there is no standard or easiest way which a person can learn and inturn it makes all his future negotiation easy.
However person should understand first that, negotiation is the disagreement between both the parties which they are trying to convince to accept.
The best way before you sit for client negotiation is to put yourself on clients shoe and visualise what you will expect being on clients position and what all possible solutions you are going to accept during negotiation if you are a client.
Negotiation requires understanding of your client or customer and his business. You have to convince him on FAB of your product.
F stands for Features.. What are the features of your product.
A stands for Advantages... What are the advantages of those features.
B stands for Benefits.. What are the benefits of those advantages to customer's business.
Once you convince him on your product, half of negotiation is done. Now you have to make him realize why doing business with us is important for you.
To negotiate successfully there are some basic rules. You need to understand what is happening and why at the various stages of negotiations. My recommendation is to do some training in the area you are interested in, there are many professional groups that provide this including Bayt. They also meet regularly to discuss developments and techniques in negotiations. This will give you some technical training, provide some mentoring and potentially practice. When you have the opportunity to work with a colleague that has this experience sit quitely and learn from their actions.
Many of us have to deal with angry or unhappy clients as part of our roles, and it's never easy. But if we know what to say and, more importantly, how to say it, we may be able to save the situation. In fact, we can even end up with a better relationship with our client than we had before, so that you can leave them feeling satisfied.
Initially, the Marketer should get close to the Client and try to develop relationship with them, so that the client will also provide relevant information and requirement transparently.
Negiotations is a skill need some factors for success as considerations , first you need take a pen and write what make plan what a point target and time frame of completion as A plan and chare with your assestatnt and let him/her comments openally and study in both side and support with plan B the get miuimum level of target in case faluier , then you need to recognized whom should be infront of your desk to accept or not in same time and dont open negiotation whit whom can not give deciations ,
patient coversations and advantages will be taken if agreed your demanded to be considered and fucused , cabilibilty of your commenucations to get replacement and size of your business give that opprtiounaty to be informed to your client /customer
startigec relation and value of deal for both and contracting / agrement with measuring efficancy and quality in SLAs run smothly and claimes closed with SOA monthly
All deatils to be discussed and docummented as MOM to be guideince if completeion on limited time fram
I believe in win-win situation when it come to negotiation.
Understand what the client or customer really want out of the negotiation is the key to achieve this. Building repo and trust is the steps in building long term relationship with your customer.
Negotiation should be win-win for both. If not monetary benefit, the negotiator may ask/understand if there is anything that would benefit the customer if there no scope of further monetary negotiation .
End of the day both party should be benefited to enable repete purchase/delighted customer experience.
When its negotiation with suppliers, your strategy would change inorder to extract the best from the vendor.
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