{"id":17713,"date":"2022-06-20T11:00:02","date_gmt":"2022-06-20T09:00:02","guid":{"rendered":"https:\/\/diariodiunconsulente.it\/?p=17713"},"modified":"2022-06-20T14:52:16","modified_gmt":"2022-06-20T12:52:16","slug":"the-analysis-of-the-sales-negotiation","status":"publish","type":"post","link":"https:\/\/diariodiunconsulente.it\/en\/2022\/06\/20\/the-analysis-of-the-sales-negotiation\/","title":{"rendered":"The analysis of the Sales Negotiation: learning from your own mistakes"},"content":{"rendered":"<p><span style=\"font-size: 18px;\">by\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/about-us\/\">Alice Alessandri<\/a>\u00a0and\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/about-us\/\">Alberto Aleo<\/a><\/span><\/p>\n<p><span style=\"font-size: 18px;\">One of the things we have learned over the course of more than 20 years in this field is that\u00a0<strong>you are not born a salesman<\/strong>\u00a0but you can become one by studying and applying yourself. Certainly some \u201ctalents\u201d such as the ability to show\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/2020\/11\/16\/empathy-what-it-is-and-how-to-develop-it\/\"><strong>empathy<\/strong><\/a>, interest and\u00a0<strong>curiosity<\/strong>\u00a0for other human beings, the capacity of <strong>listening<\/strong>\u00a0and familiarity in\u00a0<strong>communicating<\/strong>, can help; yet, if these aptitudes are not trained and supported by precise skills, they won\u2019t be sufficient to face\u00a0<strong>modern markets<\/strong> successfully.\u00a0<span class=\"text-highlight\">So how do you start working on your <strong>sales training<\/strong>? By analyzing the <strong>negotiations<\/strong> in which you have been involved, especially those which haven\u2019t been particularly brilliant<\/span>. If it\u2019s true that \u201csometimes you win, sometimes you learn\u201d, then there is no better lesson than the one which comes from your own\u00a0<strong>mistakes<\/strong>! Here are some tips for \u201clearning from yourselves\u201d.<\/span><\/p>\n<h2><span style=\"font-size: 32px;\">Method as a compass<\/span><\/h2>\n<p><span class=\"text-highlight\" style=\"font-size: 18px;\">In our book \u201c<a href=\"https:\/\/www.amazon.com\/Sales-Ethics-Effectively-While-Doing-ebook\/dp\/B00Y1DT0K8\" target=\"_blank\" rel=\"noopener\"><strong>Sales Ethics<\/strong><\/a>\u201d we describe a\u00a0sales method based on some fundamental pillars such as:<\/span><\/p>\n<ul class=\"check-list\">\n<li><span style=\"font-size: 18px;\">the building of trust by overcoming all levels of the\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/2015\/09\/14\/circle-of-trust\/\"><strong>Circle of Trust<\/strong><\/a><\/span><\/li>\n<li><span style=\"font-size: 18px;\">the creation of\u00a0<strong>shared value<\/strong><\/span><\/li>\n<li><span style=\"font-size: 18px;\">the\u00a0<strong>reciprocity<\/strong>\u00a0of the relationship<\/span><\/li>\n<li><span style=\"font-size: 18px;\">and the idea that\u00a0customer satisfaction\u00a0is achieved by responding not only to clients\u2019 material needs but also to their\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/2022\/05\/23\/purchasing-motivations\/\"><strong>motivations<\/strong><\/a>\u00a0which are linked to\u00a0<strong>values<\/strong>,\u00a0<strong>beliefs<\/strong>\u00a0and\u00a0<strong>psychological needs<\/strong>.<\/span><\/li>\n<\/ul>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-17310 size-full\" title=\"Cerchio della fiducia\" src=\"https:\/\/diariodiunconsulente.it\/wp-content\/uploads\/2020\/12\/Pilastri.jpg\" alt=\"Cerchio della fiducia\" width=\"1920\" height=\"1081\" \/><\/p>\n<p><span style=\"font-size: 18px;\">Not everyone likes to follow a method, because it seems to limit the spontaneity and creativity of those who feel \u201cborn to sell\u201d. But be careful not to confuse this approach with standard rules to be followed on every occasion.<\/span><\/p>\n<hr \/>\n<blockquote><p><span style=\"font-size: 21px;\"><em>While rules can actually &#8220;stiffen&#8221; the relationship with the client, a method aims at suggesting a right sequence of actions which must adapt to the circumstance, style and needs of the people involved in the negotiation.<\/em><\/span><\/p><\/blockquote>\n<hr \/>\n<p><span class=\"text-highlight\" style=\"font-size: 18px;\">Adopting a method also offers many advantages, including that of being able to <strong>&#8220;re-read&#8221; the negotiation<\/strong> in order to understand what could have been done better, possibly giving the chance to go back and try again.<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-17722\" src=\"https:\/\/diariodiunconsulente.it\/wp-content\/uploads\/2022\/06\/Circle-of-trust-alice-alessandri-alberto-aleo-passodue.jpg\" alt=\"Circle of trust\" width=\"1920\" height=\"1080\" srcset=\"https:\/\/diariodiunconsulente.it\/wp-content\/uploads\/2022\/06\/Circle-of-trust-alice-alessandri-alberto-aleo-passodue.jpg 1920w, https:\/\/diariodiunconsulente.it\/wp-content\/uploads\/2022\/06\/Circle-of-trust-alice-alessandri-alberto-aleo-passodue-300x169.jpg 300w, https:\/\/diariodiunconsulente.it\/wp-content\/uploads\/2022\/06\/Circle-of-trust-alice-alessandri-alberto-aleo-passodue-1024x576.jpg 1024w, https:\/\/diariodiunconsulente.it\/wp-content\/uploads\/2022\/06\/Circle-of-trust-alice-alessandri-alberto-aleo-passodue-768x432.jpg 768w, https:\/\/diariodiunconsulente.it\/wp-content\/uploads\/2022\/06\/Circle-of-trust-alice-alessandri-alberto-aleo-passodue-1536x864.jpg 1536w\" sizes=\"auto, (max-width: 1920px) 100vw, 1920px\" \/><\/p>\n<h2><span style=\"font-size: 32px;\">A step-by-step analysis of the negotiation<\/span><\/h2>\n<p><span style=\"font-size: 18px;\">Those who are familiar with the\u00a0<strong><a href=\"https:\/\/diariodiunconsulente.it\/en\/sales-ethics-techniques\/\">Sales<\/a> <a href=\"https:\/\/diariodiunconsulente.it\/en\/sales-ethics-techniques\/\">Ethics<\/a><\/strong>\u00a0method know that it defines\u00a0<strong>6 stages<\/strong>\u00a0in the customer-seller relationship, each of which is\u00a0 characterized by \u201ctests of trust\u201d and challenges that can be dealt with through a mix of\u00a0<strong>skills<\/strong>\u00a0and\u00a0<strong>abilities<\/strong>. Analyzing the negotiation means retracing these six steps, which are summarized below.<\/span><\/p>\n<ol>\n<li><span style=\"font-size: 18px;\"><strong><span class=\"text-highlight\">Building a personal relationship<\/span><\/strong>\u00a0\u2013\u00a0<strong>It\u2019s the very first phase of the negotiation, corresponding to the initial meetings with the client<\/strong>. The goal is to overcome the\u00a0distrust\u00a0of those in front of you. To do this, you will have to set aside the roles, find topics of common interest and act authentically. To learn more\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/2021\/05\/24\/breaking-the-ice-tips-for-your-first-meetings-with-clients\/\">click here<\/a><\/span><\/li>\n<li><span style=\"font-size: 18px;\"><strong><span class=\"text-highlight\">Analyzing customer needs<\/span><\/strong>\u00a0\u2013\u00a0T<strong>his is the time when you have to leave space for your clients to open up and tell you what they really need<\/strong>. By asking\u00a0questions\u00a0and listening to their answers, you will lead them to express not only their material needs but also the deep motivations that drive their choices. To learn more\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/2019\/03\/25\/active-listening\/\">click here<\/a><\/span><\/li>\n<li><span style=\"font-size: 18px;\"><strong><span class=\"text-highlight\">Submitting the offer<\/span><\/strong>\u00a0\u2013\u00a0<strong>Only after truly understanding can you identify, and then submit, an offer to your customer<\/strong>. Therefore, we are not talking only about a product or service but rather of a &#8220;system&#8221; of tangible and intangible solutions designed for those who are listening to us. To learn more\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/2018\/10\/15\/b-for-benefits\/\">click here<\/a><\/span><\/li>\n<li><span style=\"font-size: 18px;\"><strong><span class=\"text-highlight\">Handling objections<\/span><\/strong>\u00a0\u2013\u00a0<strong>It is unlikely that, at the end of your presentation, someone will immediately say \u201cyes, I\u2019ll buy it\u201d; on the other hand it is fair to expect some questions, comments or real objections<\/strong>. All, especially those relating to the\u00a0price, must be considered as a test that helps the customer verify how confident we are of what we are proposing. To learn more\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/2015\/04\/04\/the-customer-judges-me-on-price\/\">click here<\/a><\/span><\/li>\n<li><span style=\"font-size: 18px;\"><strong><span class=\"text-highlight\">Closing the deal<\/span><\/strong>\u00a0\u2013\u00a0<strong>Once you have overcome the objections, everything seems to proceed downhill; yet, many sellers are unable to understand when to guide the customer towards their\u00a0final choice<\/strong>, or how to do it ethically. That\u2019s why some sales never come to a conclusion! To learn more\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/2017\/06\/05\/mistakes-closing-the-deal\/\">click here<\/a><\/span><\/li>\n<li><span style=\"font-size: 18px;\"><strong><span class=\"text-highlight\">The after sales service<\/span><\/strong>\u00a0\u2013\u00a0<strong>Leaving the scene after \u201cgetting the customer to sign on the dotted line\u201d is a mistake<\/strong>. Sellers must become part of the process that will lead the company to\u00a0keep the promise\u00a0made to the customers, by supporting them directly or by helping colleagues manage every stage after the purchase. To learn more\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/2016\/01\/18\/internal-customer\/\">click here<\/a>.<\/span><\/li>\n<\/ol>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-17312 size-full\" title=\"Sales Negotiation\" src=\"https:\/\/diariodiunconsulente.it\/wp-content\/uploads\/2020\/12\/Analisi-della-trattativa.jpg\" alt=\"Sales Negotiation\" width=\"1920\" height=\"1080\" \/><\/p>\n<h2><span style=\"font-size: 32px;\">The analysis test for you<\/span><\/h2>\n<p><span style=\"font-size: 18px;\"><span class=\"text-highlight\">You are now ready to analyze a negotiation<\/span>.<\/span><\/p>\n<ul class=\"check-list\">\n<li><span style=\"font-size: 18px;\">By entering the \u201cPremium Contents\u201d area in\u00a0<a href=\"https:\/\/diariodiunconsulente.it\/en\/mypassodue\/\"><strong>My Passodue<\/strong><\/a>\u00a0and logging in if you are already registered (or by registering if you aren\u2019t yet a member) you will have access to many self-training materials including the \u201c<strong>Sales Ethics self-analysis Test<\/strong>\u201d.<\/span><\/li>\n<li><span style=\"font-size: 18px;\">By downloading it you will find a series of questions for each of the 6 stages described above.<\/span><\/li>\n<li><span style=\"font-size: 18px;\">Answer honestly: don\u2019t think about \u201cwhat would be the right thing to do\u201d but focus on what you actually do with your customers.<\/span><\/li>\n<li><span style=\"font-size: 18px;\">Then calculate your score and, for each area in which you have achieved a low score, start a\u00a0<strong>personal training programme<\/strong>.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-size: 18px;\"><span class=\"text-highlight\">In this blog you can find several topics to start thinking about each stage of the negotiation<\/span>: just type the keyword in the search menu, which is marked by the magnifying glass icon at the top right of the page, or follow the links we have included at the end of the description of each of the 6 steps in the previous paragraph. Alternatively, you can always buy our book \u201c<a href=\"https:\/\/www.amazon.com\/Sales-Ethics-Effectively-While-Doing-ebook\/dp\/B00Y1DT0K8\"><strong>Sales Ethics<\/strong><\/a>\u201d and contribute to spreading its message and good practices \ud83d\ude09<\/span><\/p>\n<pre>| partem claram semper aspice |<\/pre>\n","protected":false},"excerpt":{"rendered":"<p>How do you start working on your sales training? By analyzing the negotiations in which you have been involved, especially those which haven\u2019t been particularly brilliant.<\/p>\n","protected":false},"author":6,"featured_media":11173,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[],"tags":[394,250,259,236],"class_list":["post-17713","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","tag-best-of-en","tag-circle-of-trust","tag-offer","tag-sales-ethics","entry","has-media"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v15.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>The analysis of the Sales Negotiation &bull; Passodue<\/title>\n<meta name=\"description\" content=\"How do you start working on your sales training? 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