How Use Sales Negotiation Styles To Influence

Cartoon of a businessman in front of an Egyptian tomb making the point to the Pharoah that there are many Sales Negotiation Styles

Types of Sales Negotiation Styles
Much has been written about various sales negotiation styles and how to adapt and flex to them to resolve conflict and make win-win agreements.  Sales negotiation styles are basically the high level negotiating methods related to the way people prefer to negotiate.

Learn to “Reach Across the Aisle”
Most solution sellers are constantly in negotiating mode both internally and externally.  It may not always be a formal, sit-down contract negotiation; even a short conversation can be a negotiation as you try to help a client solve a problem or get the right resources.

If you were able to “reach across the aisle” to connect more powerfully with a client who is of a different sales negotiation style, just think how much simpler and easier your conversation could be.  Understanding your sales negotiation style and the style of those around you helps get everyone on the same page and minimizes misunderstandings.

Consider These 4 Basic Sales Negotiation Styles to Up Your Game
It can be helpful to think of sales negotiation styles in terms of four different categories.  The first two describe people who are likely to be introverts (those who prefer calm environments and regain their energy from spending time alone) and the second two are likely to be extroverts (those who are outgoing and are recharged in social situations).

1. Consensus-driven
People with a consensus-driven sales negotiation style are typically obliging, pleasant and agreeable. They care about how changes will affect others and generally like to follow protocol. Treat them with respect and explore together how the negotiation will affect and benefit others.

2. Purpose-driven
People with a purpose-driven sales negotiation style typically focus on accomplishments and care about purpose, systems and process. They shouldn’t be rushed. They need careful, thoughtful consideration before they make a move.  Give them the facts and the logic behind your approach so that they have all the information they need to make a sound decision.

3. Action-driven
People with an action-driven sales negotiation style typically like to move fast, make decisions and act. They don’t like to waste time with unnecessary or irrelevant details.  They prefer the big picture and like to address major challenges.  Negotiate by giving them the overall view and fill in with details, if needed, later.

4. Relationship-driven
People with a relationship-driven sales negotiation style are typically outgoing and fun. They thrive on social contact and engage others well.  They like excitement and making connections.  Don’t bore them with dry facts.  Instead, ask for their creative ideas on how to get others involved and move forward.

The Bottom Line
The more you can keep these four sales negotiation styles in mind, the easier the path toward a successful sales negotiation will be.  The best salespeople know how to adjust their own style to the style of their customers.

To learn more about how to improve your sales negotiation results, download The 2 Most Common Sales Negotiation Tactics To Be Prepared For

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

Here’s a token of my appreciation for ALL your efforts. I’m offering my most sincere appreciation, and it extends to all the folks who made our customized management development programs possible.

Susan Anderson
Workforce Planning Bureau

What a refreshing change from the half-baked psycho-babble you normally get from training and consulting organizations. LSA gives you the practical and results-oriented assistance you need to define and reach your goal.  They provide a results driven plan – not just a temporary fix. They are great to work with, and even more importantly, they “get it!”

David Fiano
Vice President Human Resources

Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.

Deanna Rudnitsky
Senior Manager, HR Destiny Sales Region

I had been working with LSA for many years with my prior company. Currently, I’m with a company who hadn’t done much basic management skills training. After identifying and presenting a program recently, our managers are excited and talking in the halls about the great experience. LSA saves us time in delivering the right training for our needs.

Phyllis Moracco
HR Director

I’ve partnered with LSA Global at two companies now, and I consider them a valuable and trusted training and consulting resource. They recommended just the right solution to address our management development needs and have wonderful facilitators that match YuMe’s culture and style of our management team. I would highly recommend LSA Global to any company wanting to deliver quality learning solutions with a valuable learning and development partner.

Maya Paul
HR Director

In the Next Generation Management Development courses, I was trained with skills and tools that have made me and my team more productive, motivated, and successful at communicating with other departments.

 

Kevin Ashman
Firmware Engineering Supervisor

I’ve been associated with LSA for the last 8 years and have found them to be an extremely professional, well managed full service training organization. Since working with LSA, I’ve participated in a number of solutions ranging from Performance Management to Assertiveness Training – I’ve found that the quality of the resources is superior. They are well prepared and have definitely done a considerable amount of pre-work in order to customize our culture and business into the total learning experience – making it most beneficial for our employees.

Duane Schroeder
Human Resource Manager

We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.

Jeff Coon
Director of Human Resources

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

Rae Phillips
HR Project Manager - Training & Development, PHR

LSA custom designed a Management Development program that is absolutely “on target” for our technical managers. Their facilitator has done a superb job delivering the material in a way that is fast paced, highly interactive, and fun. She presents practical solutions to the people situations that our managers face every day. I regard LSA as an excellent partner that understands our business needs and a virtual member of our HR department.

Judith Onton
Vice President Human Resources

We consider LSA Global our outsourced learning and development partner. We worked closely with LSA to customize a management development program to meet our growing business needs. I would highly recommend LSA to any company wanting to deliver quality learning solutions.

Terri Wright-Scheer
Vice President Human Resources

We partnered with LSA to pilot a customized behavioral interviewing program to help ensure that we continue to hire the best and brightest as we continue to rapidly scale. LSA’s ability to understand our business and our unique culture combined with their desire to ensure that the best practices framework truly fits our performance environment and is highly adopted by our people is a real blessing. Most other firms want to just ‘give you training.’ Not LSA, they are focused on helping me hit our hiring forecasts and attract A players.

Jennifer Remling
Director of Global Recruiting

AKQA

The Managing Virtual Teams program was extremely valuable. Your consultant/ facilitator’s fundamental knowledge of Synopsys as a company provided an incredible base to build upon while tackling the complications of managing and working with globally distributed teams. My team walked away walked away with highly useful practices and tools. It was an excellent use of our time.

Debra Martucci
Vice President, Information Technology

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More