3 Negotiation Techniques That
They will help you close sales

Negotiation techniques are tools that allow you to persuade others. In this case, negotiation implies that both parties agree, so each will benefit. Below, we present the negotiation techniques that will help you close sales.

1. Harvard Negotiation Process

This method was created by Roger Fisher and William Ury, who concluded that a good agreement should not have a dominant position. Learn the steps to implement it:

• Objectivity (Separates the person from the problem).- We are naturally emotional, and this can bias our decisions. That's why it's important to identify the customer's problem, recognizing that negative feelings, such as rejection and anger, won't allow us to close the sale.
• Understand your client.- When negotiating, different points of view arise, so it's important to determine how the client can be satisfied, but also ensure you benefit. When you specifically understand your client's needs, you can offer a benefit that captures their attention.
• Offers solutionsOnce you understand your client's needs, it's time to come up with options that will engage them. Avoid settling on just one option; if there are more options, be open to listening.
• Keep your criteria: Remember that you want both parties to be satisfied. Don't be too quick to give in to every offer or impose your ideals.

2. SPIN Method

The objective of this method is for the client to be the one who must express most of his or her thoughts and is divided into four stages:

• Location hotel: At this stage, you'll get to know your client and gather relevant information that will help you understand them.
• Problem: A very important point, it is time to define the problem the client has.
• ImplicationAnalyze the consequences this problem has on the client's life. For example, if they don't have a prepaid medical plan, one consequence could be hospitalization, which could destabilize the family's finances.
• Need: Once you've explained the consequences, it's time to show the service as the solution.

3. Face-to-face strategy

It is an ancient negotiation method that seeks to create a strong relationship. To apply it, follow these steps:

• Active listening.- To begin, it's important to listen to your client, because they're providing you with valuable information that will be relevant in the next steps.
• Body language.- Your body also communicates, try to have postures that communicate security and confidence.
• Clear information.- Always remember to be concise with the information you provide so the customer can understand you and offer a solution to their problem.

Take advantage of these tools to close sales. Find the one that best suits your personality and always remember to put the customer first.