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We covered the first 7 steps in sales in the previous episode last week . This week we continue with the best steps that anyone can use to improve their sales.

The following is a list of all 12 steps.

Here are the best steps in sales negotiation:

1. Be Fair - There is never a good time to take unfair advantage of a negotiating situation. There might be large discrepancies one way or another but that is okay, as long as there is no coercion to buy or sell. Both parties need to walk away feeing successful.
2. I Want You to Make Money - During a long negotiations where the seller expresses concern about the price, I will often say, “You need to be making money off this deal as well.” This puts them into a mindset that I am trying to be fair, and truly I am.
3. You Will Not Offend - Too often we feel that offering a low price will offend an individual. Remember, you are offering what you at comfortable to pay. If you can’t get the price down low enough, you might need to consider if you are paying fair market value.
4. Don’t Ask for the Price - Too many times the price question comes up too early. It is important to understand value before we discuss price. Is the item what you are wanting. Note that you might pay more for features you do not need. However, you can also work this into the negotiation.
5. Eye Contact - If you are being fair, then kindly look the seller in the eyes. This will acknowledge and encourage the human element. The faster you can establish the the common ground, the negotiation will be of mutual interest.
6. Silence - Good negotiating requires thinking. Allow all individuals time to think and assess. Both parties will need to evaluate mentally (if the value is appropriate) and emotionally (are they okay with the feel of the sale.)
7. Friendly Touch - We give better prices to people we like. As you are speaking, don’t be afraid to touch their arm or hand. Good negotiating is an emotional experience. Don’t be afraid to add emotion with a friendly touch.
8. Ask for Volume - If you don’t think you are getting the lowest price ask for a volume purchase. Know that buying one or two will require you to pay a slight premium over a volume purchase. However, this will be able to artificially give you a larger negotiating power. Once you establish a low/acceptable price, then you have your floor to work from.
9. Walking Away - Sellers understand body language and when someone turns 90°, they know they better change approach or lose the sale. Don’t turn too soon. If you have given a couple attempts, turn slightly to exit and look them in the eyes for one more chance. If they still say no, and they will likely call your bluff, then complete the turn and slowly walk away feeling rejected (because truly you are.)
10. Money in Hand - Often the seller will put the product in your hands. By doing this, we create a mental attachment as if the good was already ours. Do this same thing for the seller. Put the cash you want to offer in their hands and then be quiet. If they say ‘no,’ then carefully remove the cash from their hands.
11. All the Money I Have - When trying to get a deal, carry the exact amount that you want to spend. This eliminates buyers remorse and also allows for a hard negotiation tool. When the seller knows that you have no more money to spend, then they can’t push any harder. Physical limitations are good parameters to negotiations.
12. Push to the 3rd Party - The best/successful negotiations are when they are pu

Scott Schlofman
Mike Williams

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