Page 67 - MICROHUB Handbook - ENGLISH

3. Strive to come together

A negotiation should always be viewed through a teamwork lens. Both

sides are coming to the table with their own needs to be met and

everyone plays a part in making it work. You need to work together. The

right attitude goes a long way with a deal that has everyone smiling! Be

clear on your needs, take the time to understand theirs, and be

prepared to lay it all out on the line when the time comes.

4. Learn to handle objections
There are plenty of tips online for dealing with rejection as a sales

professional. One big key to handling objections during a sales

negotiation, however, is learning to be a problem solver.

While it is smart to go in prepared with a lower-priced option that meets

your prospect’s needs, you should always be on the lookout for

opportunities to build value around your original offering instead.

5. Walk away if necessary

Don’t be afraid to walk away from a deal that won’t progress despite
your best efforts to reach an agreement. If you’re trying to decide

whether a prospect really values your offering, here are two signs that
the person you’re negotiating with may be a difficult prospect who is all

too likely to become a dissatisfied client:

They make unreasonable or unprofitable

demands or they have needs that can’t be

met under your most lenient terms

and conditions

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