Too many sellers wait for the buyer to drive the sales negotiation. Instead, sellers should go first and take control.
Rule No. 3 in the 6 Essential Rules of Sales Negotiation is Lead the Negotiation.
When buyers take control, sellers are often left playing catch up, and reacting instead of leading the negotiation to a successful conclusion. Instead, sellers should lead. They should set the agenda for meetings and go first with:
- Offers and ideas
- Sharing objectives and concerns
- Sharing pricing parameters
In this video, you’ll learn the 6 Essential Rules of Sales Negotiation and a few reasons why you shouldn’t ask buyers for their budget.