Raúl Antonio Gorrín: Improving your negotiation skills can help you to take your business to the next level.

By Raúl Gorrín. Productivity is when a company makes more than it spends. There are many ways to increase productivity of any business and company. The most obvious is to bring in more money by increasing sales. Sales is a skill that is part of your personality. It is like being a great baseball player. Some are born with the talent to sell. It is those who have that inborn talent that you should look for when hiring a sales person. It also requires experience and training. You would not be advised to use a young inexperienced sales person to attempt to close a sales of a really important  perspective customer.

An entrepreneur who knows how to negotiate well has a huge edge over an entrepreneur who doesn't know basic negotiation skills. Learn how to negotiate well and you'll be glad you did. Improving your negotiation skills can help you to take your business to the next level.

Respect the other person's perspective. Let him/her know that you really are listening to his/her point of view. A good way to do this is by rewording what they have told you in a sentence like "What I hear you saying is …." This may seem like a silly exercise, but it will communicate that you truly are trying to understand his or her position. This is called paraphrasing. It will also assure that you and your client are in agreement. Paraphrasing is also a powerful closing verbal tool. If your client told you that they would like a Rolex presidential watch, do not try to sell them a watch. It is best to repeat their own words. “If I hear you correctly, you are ready to buy a Rolex presidential watch right now, if we can agree on a price.” By paraphrasing you use the customers own words to close the sale. It makes you sound helpful and caring and not some pushy salesperson.  

You may have an optimal solution in mind when you enter the negotiation process. However, think through some alternative solutions ahead of time. These alternate solutions will give some acceptable fall-back positions and allow you to appear cooperative rather than confrontational. “I would strongly recommend the X version, it seems to fit best with what you said that you are looking for. It is a high quality product and is  costly. If you are trying to save money, we can also offer you brand Y. Brand Y is not exactly what you are looking for and is of not the same quality, but it also a great choice.”  

Globovisión, Raúl Gorrín, Raúl Antonio Gorrín, Seguros La Vitalicia Raúl Gorrín, Medios de comunicación, Venezuela, Gobierno, Empresarios, Emprendedor,

There is an old saying, we were born with two ears and one mouth for a reason. Sometimes we get so caught up in our own thoughts and do not really listen to our customers wants and needs. Sometimes when two people talk they are talking about two different things or they are seeing things from two different views.  They may not even realize it. Jackie Mason used to make a joke about a woman’s biggest complaint about men. “You just don’t listen.” Many relationships and marriages end because of lack of communication. It is the same in business. Many sales are lost because the customer just feels like his needs are not being heard. So learn to listen more and talk less. By Raúl Gorrín. 

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