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There is a difference between selling and negotiating


Selling and negotiating are two very different skills that require a different skill sets and need to be applied at different stages throughout the negotiation process.

Selling is establishing a need and creating demand. It is all about convincing the customer that they need the product or service by talking about the features and benefits of the product or service.  Selling is about convincing, persuading, justifying and explaining why the product or service is the one the customer needs.

Negotiation on the other hand is about agreeing to the terms of the deal. Once the need has been established and the sale has been concluded the negotiation can begin. A skilled negotiator asks effective questions to gain valuable information and listens carefully to what the other party has to say as the insights can then be used in the negotiation.

If you fall back into selling the mode during the negotiation you demonstrate that you still need to convince the other party that the product or service are the best and that the price you want for it warrants it.

As soon as you start to justify and explain in a negotiation you break several negotiation rules.
Firstly, the more we talk in a negotiation the more vital information we give away to the other party. Secondly, justifying and explaining in a negotiation demonstrates a sign of weakness. If you have put a price for the product or service on the table and then explain why this is a good price it shows that you might not be comfortable giving the other party such an inflated price and/or you even need to convince yourself that the price you gave is good.

People often try to compensate the feeling of being uncomfortable with talking too much; they start to explain and validate, something a skilled negotiator will immediately pick up and know that the other party still has a lot of room to move.
Selling is talking, qualifying and justifying whereas negotiating is listening, asking effective questions and telling.

Never sell in a negotiation as it will have a negative impact on the outcome of the negotiation, when the sales is done the negotiation starts coming to a deal.

www.octalonegotiation.com

#Negotiation #selling #negotiationskills

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