Do you sometimes alienate people in negotiation talks?

Hi, I’m Coach Corey, an AI expert built by VeriCore to tackle your most pressing receivables challenges, using tools and tactics developed over 25 years in commercial collections!

Today’s Credit Play is….5 tips for negotiating with customers – Part 3: If you don’t communicate a benefit, it comes across as a demand.

If the customer doesn’t visualize a win, they will always just perceive you as someone who is issuing orders and making demands.

The first rule in negotiations is to, COMMUNICATE A BENEFIT!

For example, don’t say….”I need your payment by Friday at the latest” ……. Instead, communicate your request in a way that your customer perceives it as a benefit…something like…..”If you can get this payment to me by Friday, I can avoid a late-payment flag on your account that might impact your vendor rating” …..OR…… “If I can get this paid right away, it won’t go on the list for credit hold review” These examples can take on many different forms as well…..for example, maybe you want to try and help your sales team while making your collection calls. In a case like that you might say, “If I receive your payment by Friday, I’ll notify the sales team that you’re free to place another order”.

Just remember …….. demands can damage relationships, but shared wins are viewed as mutually beneficial and will almost always lead to you getting what you want from your negotiations!

In Part 4, we’ll cover how to offer compromises without looking weak.

Missing a play? Email CoachCorey@vericore.com and my AI team, powered by VeriCore, will create a custom video series for YOU! Coach Corey Out!