How Use Sales Negotiation Styles To Influence

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’s approach and ability to bring the best resources to eBay has been a great asset. They really focus on helping us succeed in any way they can and are very flexible in meeting our management and talent needs.

Mike Normant
Learning & Development

ebay

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

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

I consistently look to LSA Global when I need custom programs put together for my client groups. I can always count on LSA to do a thorough needs analysis and to put together spectacular programs that are well received. Their management development and performance management expertise and professionalism make them one of my top-rated learning and development partners.

Stephanie Webb
HR Program Manager

Rambus

Each program is preceded by an assessment of the participants. The course is then designed to fit the specific parameters and needs of the group. The highly interactive delivery is provided by recognized experts in their fields. On the spot coaching is provided during the program and each participant receives individual follow-up after the course. Courses can be delivered in-person or virtually. Given the nature of Cisco’s business and the way we operate, these remote workshops are a must for anyone who joins our company. Their work is eye opening. Great content and fantastic delivery.

Frank J. Kuypers
Business Development Manager

LSA’s Employee Engagement Consulting and Survey work has provided critical visibility into: how well our people are holding up under the general economic environment, as well as, the specific challenges that face biotechnology companies in their efforts to discover and develop new medicines; their level of alignment and commitment to XOMA’s Vision and mission critical strategies; how leadership practices and management systems support an environment that engender commitment, and the specific actions that our leaders can take to improve on areas that are important to our people. I highly recommend LSA’s employee engagement solutions.

Chris Wells
Vice President, HR and IT

The LSA Global team was very receptive and flexible to our needs every step of the way. Their staff and facilitator demonstrated attention to detail, responsiveness, and professional courtesy. The participants were thrilled with the outcome and rated the communication skills workshop and the facilitator as ‘Excellent’. I’d highly recommend working with the LSA Global team to meet your professional development needs.

John Mastrorilli
FRDP Leader

Intuit

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

SeaTel has found our partnership with LSA Global to be very valuable and beneficial. We turned to LSA to customize a supervisory/leadership solution to meet our needs. LSA delivered a customized top quality solution. I’d recommend LSA Global to any company looking for a best-in-class training and consulting partner.

Kortney Riddle
HR Manager

Hyperion has a commitment to lifelong learning. LSA helps us provide the right business sales training, management training programs, and leadership development programs at the right time to meet the needs of both individuals and departments. I especially appreciate their ability to listen to my needs and recommend the appropriate facilitators, solutions and content.

Sarah Parks
Senior Project Manager

Hyperion

PalmSource has found our relationship with LSA extremely beneficial. We worked closely with LSA to customize the right Management Training Program solution to meet our unique business needs. LSA is a quality organization, one that I’d recommend to any company looking for a first class training and consulting partner.

Ken Boehm
Vice President of Human Resources

LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”

Beth A. Taylor
Vice President of Human Resources

Thoratec

LSA helped change our entire culture around meetings, making them more effective and efficient, thus enabling us to concentrate on driving more business.

Terry Wassman
VP of Human Resources

We contacted LSA to help us with customized management development. LSA worked with me to identify a solution that would meet our exact needs. We decided to start at the top and ran the program for our executive team. It was such a great success that we hope to roll it out companywide. We look forward to a long-term partnership with LSA Global and their team of experts.

Barry L. Byrd, SPHR
Human Resources Manager

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

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