Sales negotiation is a critical aspect of any successful sales career. The ability to negotiate effectively with prospects and customers is what sets top-performing sales professionals apart from the rest.
No one knows this better than Brian Berner, Spotify’s Head of Sales in the Americas. Brian holds over two decades of experience as an advertising and technology executive. He has helped to take Spotify’s sales team from 40 employees to over 170 employees and is dedicated to helping them cultivate their talent to achieve incredible career growth in the advertising space.
Mastering the art of sales negotiation is not an easy feat, and it requires a lot of practice and discipline to get it right. Looking to learn some tips and techniques to help you improve your negotiation skills? Whether you are new to sales or a seasoned professional, Brian Berner believes these strategies will help you take your sales game to the next level.
Preparation is Key
The first step in mastering the art of sales negotiation is to prepare thoroughly. Before you even meet with a prospect or customer, you need to research their business, their industry, and their needs. This will help you understand their pain points and identify the best ways to position your product or service to meet their needs.
Effective negotiation is not just about presenting your point of view; it is also about listening to your prospect or customer. You can’t adequately address their inquiries, concerns, and objections if you aren’t listening to what they’re saying during your sales call. Ask open-ended questions and actively listen to their responses. This will tell you everything you need to know about them as a potential prospect.
Know Your Value Proposition
Your value proposition is the unique value that your product or service provides to your customers. It is critical to know your value proposition inside and out so that you can effectively communicate it to your prospects and customers. Make sure you are clear on the benefits of your product or service and be prepared to explain how they will help your prospect or customer.
Negotiation is a give-and-take process. You need to be flexible and willing to compromise to reach an agreement that works for both parties. Keep an open mind and look for creative solutions that meet both your needs and the needs of potential prospects.
Building rapport is essential in sales negotiation. People are more likely to do business with people they like and trust. Take the time to get to know the person on the other end of the phone and find common ground that you can build upon.
Set Clear Objectives
Before you begin the negotiation process, set clear objectives for what you want to achieve. This will help you stay focused and avoid getting sidetracked. Be specific about what you want to accomplish, and set realistic goals that you can achieve.
Close the Deal
This is the moment you’ve worked for during the entire negotiation process. Once you have reached an agreement that meets both parties’ needs, it’s time to seal the deal. But closing the deal is not just about signing a contract; it’s about making sure that both parties are satisfied with the agreement and that you have a clear plan for moving forward. A successful salesperson knows how to navigate the final steps of a negotiation, including clarifying the terms of the agreement, addressing any remaining objections or concerns, and confirming the next steps. By effectively closing the deal, you not only ensure the success of the current transaction but also lay the foundation for future business opportunities and long-term relationships.
Following up after a negotiation is just as important as the negotiation itself. It shows that you value your prospect or customer’s business and that you are committed to ensuring their satisfaction. Send a follow-up email or call them to check in on how things are going and if there are any further questions or concerns they may have. This will help you maintain a positive relationship with your prospect or customer and potentially lead to future business opportunities. Remember, building long-term relationships is the key to success in sales.
Mastering the art of sales negotiation takes time and effort, but it is a critical skill for any salesperson to have. By following these tips and techniques from Brian Berner, you can work on improving your negotiation skills and close more deals.