Keys to Successful Negotiation
9 November 2010
Read by 1743 persons
Know how to answer all objections
Texte : Know how to answer all objections
"That's nice, we have what we need"
Answer: "Oh really? And who/what do you work with?"
It's not easy to change habits. Feign innocence by asking questions. "Obviously, you know the answers, but the important thing is not to break the thread," says Jean-Louis Muller, director of the Cegos group. Also play the competition card: "Are you satisfied? On this point, our offer is more..."
"It's too expensive"
Answer: "Yes, our project is expensive, but it allows us to..."
This is a classic criticism and the responses are well-rehearsed. Agree and then focus on the qualities of your offer. Or opt for comparison: "Expensive compared to whom?" Another tactic, suggested by Adrian Borbely, researcher at Iréné: worry your prospect. "Yes, a pool alarm is expensive, but it has been mandatory since 2003."
"It's a crisis"
Answer: "It is precisely now that we must innovate!"
For two years, the crisis has been a convenient excuse! This pretext is used for everything: refusing a hiring, a purchase, a raise... Certainly, you can admit that "times are tough," but don't let yourself be discouraged by this apparent pessimism. After all, if you got this meeting, it's because your offer is of interest.
"I'm not the one who decides"
Answer: "Who, in your opinion, is the person to meet?"
Your interlocutor may be trying to avoid responsibility. But it is also possible that they are not in control. They can then introduce you to the decision-maker. Make them an ally by offering to arrange a meeting. And if they can't do anything for you, remain polite: they are now part of your network.
"It's not serious"
Answer: "This project frequently elicits such reactions"
Being considered a crackpot is not pleasant. But don't be offended: they are specifically trying to destabilize you. "Rather than confrontation, choose empathy tinged with irony," suggests Lionel Bellenger, author of "Fundamentals of Negotiation" (ESF). And make your interlocutor the accomplice of your audacity.
"I'm not interested"
Answer: "Too bad, others will surely be more tempted"
More than an objection, it's a refusal. Make sure it's not a feigned excuse, but above all ask yourself if you shouldn't try other doors. Your prospect will appreciate you not wasting their time and will receive you all the more willingly later for a new project.
Published October 26, 2010
Posted online November 9, 2010
capital.fr
Texte : Know how to answer all objections
"That's nice, we have what we need"
Answer: "Oh really? And who/what do you work with?"
It's not easy to change habits. Feign innocence by asking questions. "Obviously, you know the answers, but the important thing is not to break the thread," says Jean-Louis Muller, director of the Cegos group. Also play the competition card: "Are you satisfied? On this point, our offer is more..."
"It's too expensive"
Answer: "Yes, our project is expensive, but it allows us to..."
This is a classic criticism and the responses are well-rehearsed. Agree and then focus on the qualities of your offer. Or opt for comparison: "Expensive compared to whom?" Another tactic, suggested by Adrian Borbely, researcher at Iréné: worry your prospect. "Yes, a pool alarm is expensive, but it has been mandatory since 2003."
"It's a crisis"
Answer: "It is precisely now that we must innovate!"
For two years, the crisis has been a convenient excuse! This pretext is used for everything: refusing a hiring, a purchase, a raise... Certainly, you can admit that "times are tough," but don't let yourself be discouraged by this apparent pessimism. After all, if you got this meeting, it's because your offer is of interest.
"I'm not the one who decides"
Answer: "Who, in your opinion, is the person to meet?"
Your interlocutor may be trying to avoid responsibility. But it is also possible that they are not in control. They can then introduce you to the decision-maker. Make them an ally by offering to arrange a meeting. And if they can't do anything for you, remain polite: they are now part of your network.
"It's not serious"
Answer: "This project frequently elicits such reactions"
Being considered a crackpot is not pleasant. But don't be offended: they are specifically trying to destabilize you. "Rather than confrontation, choose empathy tinged with irony," suggests Lionel Bellenger, author of "Fundamentals of Negotiation" (ESF). And make your interlocutor the accomplice of your audacity.
"I'm not interested"
Answer: "Too bad, others will surely be more tempted"
More than an objection, it's a refusal. Make sure it's not a feigned excuse, but above all ask yourself if you shouldn't try other doors. Your prospect will appreciate you not wasting their time and will receive you all the more willingly later for a new project.
Published October 26, 2010
Posted online November 9, 2010
capital.fr
