Page 66 - MICROHUB Handbook - ENGLISH

HOW TO NEGOTIATE BUSINESS DEALS

AND WRITE BUSINESS

CONTRACTS

How to negotiate a Business deal

When you have established contact with an interested customer there is

often a moment of negotiations where both you and the customer want

to get the best deal. There are many things to consider here, as you will

most likely want to build a long term relationship with the customer!

Here are some important tips for business negotiations:

1. Come prepared
Before you negotiate, figure out what your prospect is most likely to

want and what you are in a position to offer. For example: Why your

prospect needs what you are selling and how badly they need it.

2. Speak second

By letting your prospect initiate the conversation, and listening carefully

before you ask questions, you may pick up on cues that the real reason

they are in negotiations is because they are:

Concerned your product or service won’t live up to expectations;

Worried your company won’t meet their needs long-term;

Or they may be uncomfortable with the idea of justifying

or taking responsibility for their buying decision.

65