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Showing posts from January 2, 2020

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 p