How to Make Your Next Phone Negotiation Your Best Ever Sale
Closing a business deal isn’t always an easy job. Trying to make a sale over the phone presents its unique challenges. Where do you begin? How do you do a negotiation? Can you connect with the client based on their voice alone? How to overcome the lack of nonverbal cues?
Here are ten valuable tips to guide you in making your next phone call your best sale yet.
Have a Plan
The best negotiation seminars emphasise planning your negotiation strategy. Endeavour to gather essential facts on the negotiation objectives and set specific goals. As affirmed by a Dominican University of California study, writing down your goals increases your chances of achieving them.
As you plan, write down your client’s toughest objections. Prepare your best responses to each of the anticipated objections. Analyse previous complaints from similar clients and your replies, then customise to fit the current circumstances.
Plan on pre-emptively bringing up the client’s anticipated objections and shooting down the complaints. When you’re the one bringing up the objection and solution, the client is left with very few excuses.
In your plan of action, brainstorm tactics the client may use to their advantage. Then come up with counter-tactics to negotiate the deal to your advantage. Aim to close favourable deals while still satisfying the client’s needs.
There’s usually a temptation to engage in other activities during a call. For example, typing out emails or looking at notifications on your phone. Juggling different tasks only serve to distract you from the business at hand.
A recent study featured by the Association for Consumer Research revealed that merely having your smartphone nearby reduces your cognitive capacity.
Negotiation seminars encourage attendees to avoid multitasking during sales calls. Sales negotiators achieve more success when focused. Aim to be a better listener by concentrating. Try to pick up subtle cues from your client’s voice and intonation.
Pick a Quiet Place
Whether you’re in an office or seated on a park bench, the best place to make a phone call is in a quiet environment.
Avoid noisy surroundings which cause unnecessary interruptions when talking to clients. By seeking a quiet place, your concentration may increase significantly.
Document the Call
Face-to-face transactions are sometimes easier to remember than phone conversations. To avoid memory lapses, negotiation seminars encourage documenting calls. You can either record the voice call or make notes during and after the call.
Write down what you and your client agreed on, pointing out specific terms of the agreement. Include timelines for tasks which you have decided to fulfil in the meantime.
Have you ever caught your mind wandering when having a conversation? You might suddenly start thinking about work deadlines, planning how you can get a pay rise, or even what to have for dinner when you finish work. Wandering thoughts may cloud your thinking during a phone call.
Being mentally present is necessary for effective communication. Remaining focused and practising mindfulness in sales should lead to closing more deals.
While your phone conversation ends when you hang up, your communication with the client shouldn’t.
Negotiating seminar experts emphasise building lasting relationships with clients. By following up after phone calls, you can cement the relationship and position yourself for future business with the same clients.
In the follow-up, clarify what you agreed on during the phone call. Also, while on the call, make sure you schedule the next call or action. Following up by email is a convenient way to continue communications, which has the bonus of starting a string of written communication. Email follow-ups can serve as a handy record for each of your actions and agreements.
Avoid Hasty Decisions
There’s a sense of urgency that comes with communicating on the phone as opposed to face-to-face. If you aren’t careful, you may find yourself making impromptu decisions which may hurt your business.
When caught off guard by a request or objection, avoid making rushed promises. Request some time to get back to the client.
Be an Active Participant
To actively take part during phone negotiations, prepare a list of questions. Pay attention to what the potential client says and how they say it. Encourage new ideas when you seem to be getting stuck.
The more you understand your client, the better your chance of presenting a deal you can both agree on.
Review Your Negotiation
Continuous assessment can work to point out your weaknesses and areas of possible improvement. Ditch any unsuccessful tactics while improving successful strategies. Avoid repeating ineffective negotiation strategies which may adversely affect your sales targets.
Set aside time to review your negotiations. Take note of crucial points that closed a deal and let go of poor tactics that lowered your close probability. Set yourself up for a better chance of winning favourable terms on your next sale.
This is a guest blog. The views expressed in the article are solely of the author.
AUTHOR BIO: Sandra Lafferty is a top of the line content creator, specializing in attention-grabbing headlines and thought-provoking content. A prolific writer, Sandra’s articles feature on many major sites. Her pieces achieve high readership, which is why she loves focusing on creating content that helps busy professionals build up their business and negotiation skills.