Topic 2 · Part 2 of 5 · 5 Tips for Negotiating with Customers
How to Negotiate from Strength, Not Desperation
How to negotiate from a place of strength by preparing your points, sticking to the facts, and keeping your team united.
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Do you feel powerless when you negotiate?
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 2: How to negotiate from a place of strength.
Negotiating from strength doesn’t mean being the loudest voice; it means creating a plan and sticking to the facts. Here’s what you want to do……..First….BE PREPARED! Make a list of talking points that are non-negotiables but also make a list of 3 flexible points…….remember…….. negotiations are all about give AND take. Frame your position like, “We are firm on the price, but I can work with you on the terms” as this allows you to stick to your priorities while also appearing flexible…no one respects a dictator.
Your next move is to ……STICK TO THE FACTS! Factual data points always establish credibility. Instead of saying, “We can’t give you more credit at this time”….. provide them with factual data points such as, “We can’t give you more credit at this time because your last 4 invoices were paid 22, 18, 31, and 34 days past your terms”.
The last step is TEAM UNIFICATION! It’s a kiss of death in negotiations if you tell the customer one thing… but your sales rep tells them something else.
Being prepared, sticking to the facts and being united internally turns leverage, into strength!
In Part 3, we’ll cover why negotiations without a benefit to the customer…..just feels like a demand.
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!