If you are trying to close a deal with a client, but the process of negotiation is dragging on, maybe it’s time to apply these 10 secret techniques to improve software like arizonabased trainual altos ventures.
The book by Kevin Hale and Noah Baker: “Improving Software Negotiation through Applying These 10 Secret Techniques” goes into detail about how to optimize your negotiating skills. There will probably be at least one thing in this article that you haven’t thought of before!
10 Secret Techniques to Improve Software Negotiations
1. Increase your leverage:
There are many things that can make you more powerful inside the negotiation.
2. Know the other party’s business:
You should be able to find out how your product or service can help your client’s business. The more you know about their operations and finances – the more you should be able to find a business overlap between your client and yourself. It is very important if you are trying to sell something for a large amount of money, since the more you know about their business, the easier it will be for you to sell it to them. And, if your product is actually useful – all the better!
3. Know the sales cycle:
Knowing the sales cycle will allow you to plan. If you know that a typical sale takes 3 months, you can plan things accordingly. You can also find out where exactly your client is in this cycle, and adjust your approach to match it.
4. Know your customer:
Knowing about their needs and goals is very important for any negotiation! You will be able to tailor your approach to what they want and need. This will help you from looking like an outsider, and make it easier for them to listen to you.
5. Establish credibility:
Credibility means credibility. Being a professional, and being a trusted advisor to your client – these are two things that will help make it easier for you to get what you want.
6. Emotionally connect:
Doing everything in a logical manner is cold and distant, and makes it harder to see what’s really going on inside the negotiation. Instead, using emotions is probably the best way of getting into their minds, as long as you are trying to sell them something (and not to get them drunk or something). If your client considers you as a friend – it will be easier for them to hear what you are saying.
7. Be clear:
Being clear is an essential part of negotiating well. It doesn’t mean that you don’t use some tricks and tactics, but being clear about everything you want to achieve in the negotiation should be your primary goal. If it is not – then keep looking for different ways of getting what you want from the negotiation.
8. Be flexible:
Be flexible in your negotiation. Be ready to compromise on some things and don’t be afraid to do so. Don’t consider it as a loss, but rather look at it as a way of getting something better. This is somewhat the opposite of being clear (although it is not a strong opposite). Being flexible means not sticking too strongly to your own position. If you are absolutely sure that this position is the right one – great! But if you realize that they have some valid points, don’t be afraid to adjust yourself. Be aware of what you want, but try to see what they need and you will be able to make a perfect compromise.
9. Be direct:
Being direct and straightforward can help you in many ways. It will make your exchange with the other party more transparent and easier for both sides to follow. Being direct has the same meaning as being clear and being flexible. Say what you have to say, and avoid beating around the bush. If you want something specific – say it! The less “fluffy” words you use when negotiating – the better.
10. Be prepared:
Don’t go into the negotiation unprepared. Do your best to be ready for anything. Make a list of things that you actually want, so that you don’t forget anything during the negotiation. Prepare as hard as you can for every negotiation! Find out everything about your potential client, their business, their goals and needs – and take it from there. Also, prepare a plan to follow through after the negotiation is over (if your potential client accepts your offer) – this will help you make sure that nothing goes wrong in the future.
Conclusion of the article:
If you apply these 10 secret techniques to improve software, you will certainly be closer to getting what you want from the negotiation. Just keep in mind that even if you are aware of these tips and tricks – it is not guaranteed that every negotiation will go well. Sometimes, people won’t want your products/services, ideological disagreements can cause problems, and so on. But at least now you have more tools in your arsenal and a better understanding of what exactly is going on during negotiations!