Sales Tips & Techniques Blog

Sales Negotiation Training: Are you negotiating or concession making?

Huthwaite has conducted the most comprehensive research into the subject of sales negotiation training that we know. In addition we have worked with many clients to improve both their planning and face-to-face negotiating skills. Over the past thirty years we have also worked with clients in a consultancy capacity to help them achieve successful outcomes to specific negotiations. This work has revealed some common traps negotiators fall into and some of the skills and strategies used by their more successful counterparts to avoid these pit falls.

Some common traps in sales negotiation:

• Sellers make concessions early in the sales cycle before formal negotiations begin,
  so they have often given away the things they could trade later.
• Many people simply make concessions to win the business; they fail to trade them
  for other things of value.
• Some sellers agree to reduce prices today in return for promises of 'jam' tomorrow.
• Sellers often perceive they are in a weak position in relation to their customers and
  behave accordingly.
• Sellers tend to plan what they want to achieve, but not how they will achieve it.
• Problems arising during implementation are often the result of a lack of clarity about
  agreements during negotiation.
• Too many sellers think price is the only real issue; as a result it becomes the only
  real issue.

For more on sales negotiation training check out our white paper below.

Whitepaper: Are your people negotiating or concession making?

Download our latest whitepaper: "Are your people negotiating or concession making?".
This free whitepaper provides some great negotiation strategies to employ and some to avoid. Download it here.