Selling Your Value Proposition

Negotiating

The negotiating stage occurs when final contracts are discussed and then signed. Negotiation is not about whether the customer will buy, because by this stage the customer has already said ‘yes’. Rather, negotiating is about the terms – price, quality, delivery, etc – of the purchase.

In practice, a sale must be won (or lost!) three times:

• First, during the qualifying stage when a salesperson asks ‘If I could show you the way to… would you buy from me?’
• Second, when the prospective customer says ‘yes’ to the proposal.
• And finally, when contracts are signed.