I enjoyed learning how to ask way more questions to tailor a solution: people don't buy just on price - stay focused on what's relevant to them. I now feel more confident to upsell sooner and ask for the business.

Don't discount by default

Negotiation is a process which begins with understanding what the customer wants.

Bring the customers attention to what makes you better than the alternatives.

Understand the options available to your customer

Understand how you can help the customer with their business as this is a negotiation tool

A clear and positive mindset enables you to effectively negotiate

Explore and weigh options available to the customer

90% of the time you should be asking questions and listening- and observe. Listen/be quiet/ask questions + learn.

It's not always about price, the customer has to see value

Before negotiation you must use the funnel process to gather information, understand the customers state, how they operate and their alternative options.

Take a minute to consider your competitors and establish what more you can offer to the customer.

I've learned you can never ask enough good questions because it will lead you to more solutions; it's important to have a good game plan so you have a good understanding of what you might ask or be asked. Our Mindset must be positive and have the willingness to understand the customer and their needs.

Find out what the customer values

Take advantage of a customer who is in buying mode by introducing and selling other products.

Make the value of the product worth more than the cost of the product. Value is more important than money.

Before entering into negotiation tactics you need to consider what competitors actually have to offer that you don’t.

You can only negotiate once you know what the customer wants.

Moving forward I'm going to ask more questions, flow on from relevant answers to gain their values and find out what value they want. Prepare for best case scenarios, plan my side AND their side, get out of the detail and 'chunk up'!

My take-outs are: ask more questions, be the best prepared for the best results and always have a plan. I've learnt that not all negotiations are the same - what worked in the past may not work this time.

Negotiation is easy if you know how to be valuable to a client.

It is important to understand the client’s alternatives before running any negotiation tactics.

I’ll now ask customers how I can save them time, not cost.

You need to believe you're worth it in order to project you're worth to the customer

Don’t pull the trigger too soon, funnel first

I must be cautious of my body language and be sure to adapt to my clients buying strategy rather than using my own.

YOU need to be sold on your pricing.

I'm now going to observe and adapt my behaviour more closely as it's very important and it can provide you with key motivators from the other person. More quality questions, gather intel and the 3 key elements of negotiation.

Funnel, align through observing and adapting, consider their alternatives and then formulate negotiation tactics

Realising that customers are all different and they change their mind so it's important to not assume therefore the importance to observe and adapt accordingly.

Adapting your questions and ways of communication in order to treat the client as a unique individual.

Be aware and speak to them on their level

Be congruent with your offer

Be aware of what you are projecting before you enter negotiation and check your language.

Negotiate on the terms rather than discounting the price

I've learnt some of the key elements of negotiation include preparation and planning, asking questions and thinking about what I want to know and what they might ask and focus on best case scenario!

Discount on the value add (extras) rather than the main sale

The best tactic is to know what the customer wants.

Moving forward I will keep asking questions, understand my own negotiation style and what this means in terms of the weaknesses and strengths I may have during negotiation. How trust, honesty and empathy often play in the background but actually play a significant part in what can happen. I'll be more confident and anchor them to the best case scenario early on.

Understand what I am offering that my competitors aren’t before entering negotiation

Using economies of scale as a reason to lower price is good option for both parties as we get more business and the customer gets a better deal

When negotiating, pin point what is important to the customer and focus on that

Learnt that people are complex and needs change- so observing so you can adjust style, language and solutions to meet the needs of the person you are selling to. Also, to present to them in their language

Discover their needs, adapt to their style, consider their options and run tactics

Listen, adapt, consider options and employ tactics

Negotiation is not about the cheapest price but giving the client what they really want

Focus on delivering what the customer wants/needs, listen more and hardball less

Add value for the customer before coming down on price

You might not even need to negotiate

Understanding the customer’s needs and adapting may narrow or eliminate competitors so there is little need to reduce price or add on.