Becoming an excellent negotiator involves knowing your strengths and weaknesses. Certain qualities remain essential to hope to conclude the exchange in a satisfactory manner for both parties. Listening, respect, eloquence… A look back at the qualities that shape the personality of an outstanding negotiator.
Presence of mind is more necessary for a negotiator than for a minister: big places sometimes dispense with lesser talents.
Reflections and Maxims (1746) by Luc de Clapiers, Marquis de Vauvenargues
Respect
A good negotiator knows this. When getting ready to start a discussion, it can sometimes be difficult to find an agreement that satisfies both parties. This does not mean that we should consider this exchange as a boxing match. You should not see the person in front of you as an adversary, but as a potential long-term partner. Using aggression or pressure will not result in a positive conclusion to your sale. “You can be tough in business without despising your interlocutor” says Thierry Krief, president of Nego&Co, a consulting company. Use diplomacy, even if the exchange seems harsh to you, in order to leave a positive image with your interlocutor, who will surely be more likely to repeat sales to your side.
“Don’t negotiate with your fears. But don’t be afraid to negotiate. » — John F. Kennedy
Elegance
When the negotiator concludes his sale, he must endeavor to verify that all the criteria for the sale are clear to both parties. If it turns out that it did not go as planned, try to keep your face and not appear disappointed or annoyed by the result. This interview may not have been successful at the moment, but it may bear fruit in future discussions. Think about the long term and the possibilities for developing your offer that you could consider.
“The basic rule for his negotiations: make people laugh, whether to put them at ease or, on the contrary, to disconcert them. » — Antoine Riboud
Eloquence
The art of negotiation is often associated with remaining an excellent speaker. When presenting your product or service, try to do so eloquently and convincingly. The characteristics do not change, but the way you present them allows your interlocutor to perceive them differently. When you communicate, remember not to neglect your gestures: closing your arms and scratching frequently betrays signs of anxiety, or even closure. Conversely, introducing yourself with a smile and using non-aggressive hand gestures conveys the image of self-confidence which reassures your interlocutor. Don’t hesitate to practice sales simulations to analyze your way of expressing yourself and correct it if necessary.
Listening
Negotiating is not just about talking to sell your product, quite the contrary. The ability to listen remains essential. Your customer expresses their needs and you must understand them as best as possible in order to offer an offer that is relevant to their needs. expectations. If you promote your product through advantages that do not interest him or which he does not necessarily need, he risks feeling misunderstood and will not wish to go further in the exchange. Don’t doIt is also necessary to ignore the objections that the prospect may raise. If some seem unnecessary, others, on the contrary, are very important, hence the need to address them to reassure your interlocutor.
“We don’t get what we deserve, we get what we bargain for. » —Chester Karrass
The anticipation
A negotiator, no matter how gifted, never shows up for an exchange without being carefully prepared beforehand. The interview must be worked on, information on the customer and their expectations obtained, objections and questions considered, and you must also think about examining the offer offered by your competitors in order to to know how you can differentiate yourself. Preparing allows you to set your goals in advance to achieve and provide alternative solutions in the event of difficulties during the exchange.
Patience
“Everything comes in time to those who wait.” » An adage well known to fine negotiators. It may happen that the sale does not conclude in the way desired by both parties. Don’t give up and plan a second meeting to reviewvalor of famake your offer more relevant. Wanting to conclude at all costs and quickly risks making you make mistakes and not being able to obtain the expected result. On the contrary, taking your time is about being able to properly process the request to obtain a win-win agreement.
“The art of compromise consists of dividing a pie in such a way that everyone believes they have the biggest slice. » — Henri Kissinger
The interpretation
A quality that should not be omitted:
- interpretation! When your prospect tells you one thing, their body or gestures may reveal another.
- If the prospect moves back in his chair, for example, it may be a sign of disagreement;
- stretched legs and crossed feet often demonstrate that he is not very interested in your offer;
- finally, a handshake that is too firm affirms a desire for domination. Try to analyze all these signals in order to adapt your offer and always remain relevant.
Humility
Do you feel that your offer is extremely attractive and has the potential to win over your customers? However, this is not a reason to overestimate yourself and arrive at the interview being sure of a conclusion. Indeed, this excess confidence risks playing tricks on you and the prospect will misinterpret your attitude, thus being able to perceive your behavior as a lack of humility, or even worse, as arrogance. Since an interview always has surprises in store and its progress cannot be predicted, be sure to always prepare for them.
