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Sales Negotiation| Article #151 :SALES NEGOTIATIONS – PART 5

In this installment of "sales negotiations" we're going over the art of getting the other person to commit first. This is probably one of the most difficult arts to learn, but if you can get it down solid, you will almost have no chance of ever ending up on the short end of a deal. It all comes down to patience. This is something that most people in the US don't have.

The reason this technique works is because of the fast life style people in the US lead. However, you must understand something when using this technique. It is not going to be as effective when dealing with somebody who is not from the states, especially when dealing with people who live in the Asian countries where they have all the patience in the world. For example, when dealing with somebody from China or Japan, it is not unusual for these people to sit for hours in meditation. So if you're going to win this war you're going to have to be able to outlast them. So, how exactly does this technique work? Simple.

Whenever you're in a sales negotiation and it's come down to somebody making you an offer or you making the offer, you simply do the following. You look at the person's offer. If it's acceptable to you, and I assume you already know the least amount of money you will accept, you simply acknowledge that it is acceptable. If it isn't acceptable, you don't the person this. What you do is take a pen and on the same piece of paper that you received the offer on, you make a counter offer. You slide the piece of paper over to the person and just sit there. Don't say a word.

Now, if this negotiation is being held by email, it's the same principal. You open the email with the person's offer. If it's acceptable, you reply to the offer with an answer of yes. If it isn't, you email them back with your counter offer and don't say anything else of send any other emails. Make the person commit to you first. You may sometimes have to wait days or even weeks for a reply. Don't give in. If this person wants your services or product bad enough they will eventually respond to your offer.

If they reply with a counter offer that isn't acceptable to you, you can do one of two things. You can reply back with another counter offer and again say nothing, or you can reply back saying that your last offer WAS your last offer. This way either the person will reply with an acceptance of your offer, not get back to you at all or reply saying that they will have to go elsewhere. This is where you have to be a good bluffer. If you said it was your final offer, you have to stick with it. If you go back and try to renegotiate, then you've lost this war as you've committed first. Yes, you have to be willing to lose a few in order to establish yourself as somebody who doesn't back down.

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