Mastering Negotiation and How to Make It Feel Easy

You’re working in your dream role. Doing the job you aspired to achieve.

Each day feels exciting and sometimes it’s hard to believe that this is actually your life. This is really your job. Sometimes it’s even harder to believe that they actually believe you’re capable of doing this job. “When are they going to figure me out and realise that I’ve actually got no idea?” says the voice.

I’m here to help make it all feel a little bit easier. I’m here to help make that voice a bit quieter and ensure you’ve got the tools and resources to make this opportunity as incredible as you know it can be.

As you navigate this exciting phase, an incredibly valuable tool is the ability to effectively negotiate. It is key to achieving success and driving impactful outcomes in your career (but let’s be honest, also in your personal life).

Negotiation isn't just about closing deals; it's a skill that empowers you to steer conversations effectively, build relationships, and ultimately, drive revenue (and commission 😉). Whether you're a seasoned manager or relatively new to this kind of role, honing your negotiation skills will set you apart in the competitive landscape that is sales.

To help you thrive in your role, here are three powerful tools that will elevate your negotiation game:

1. Active Listening: Get Inside Their Head

Active listening. Ergh. That sounds crap… but let me challenge you on that. It only ‘sounds’ crap, if you’re not actually listening. Listen, and I’ll tell you all the reasons why active listening is actually so important. Sales is a fast paced world, things can alter very quickly, which is why listening actively is a game-changer. By tuning in to your client's needs, concerns, and objectives, you gain valuable insights that inform your approach and strengthen your pitch. The more you know, the more ammunition you have to win them over.

When engaging in a negotiation, resist the urge to dominate the conversation. Instead, learn more about them, listen to how they talk and what they’re saying, ask probing questions, and demonstrate a genuine interest in understanding your client's goals. The more you can do this, the more you’re able to utilise that same language, goals and overall approach when it’s your turn to speak. People like it when they feel heard. They trust you more when you can appear like them. So the more you listen and collect from them, the more you’re able to appear as though you’re like minded.

Example: Imagine you're negotiating a media campaign with a potential client. Instead of jumping straight into your pitch, you start by asking open-ended questions about their business objectives and target audience. By actively listening to their responses, you uncover specific pain points and goals. This knowledge allows you to tailor your proposal, highlighting how your solutions align with their needs.

2. Building Rapport: It’s Not What You Know…

You know, I know, we all know - sales is a relationship game. It’s not what you know, it’s who you know, The better rapport you can build with your client, the more success you’re going to have when it comes to getting the sign off. Successful negotiations hinge on building rapport and establishing trust. People are more likely to engage in meaningful dialogue and consider your proposals when they feel a genuine connection. As I mentioned above, people feel safer and are more likely to trust those that they believe are like them. Chris Voss, former FBI Lead International Kidnapping Negotiator, states that "When you connect with someone on a human level, it’s hard for them to see you as the enemy."

Of course, we’re not negotiating regarding life threatening hostage situations, but the sentiment still stands. If you can connect with them on a human level, they’re going to see you as a human, not as the sales person sitting in front of them.

Quick ways to build rapport include:

• Matching and Mirroring - engaging with the individual by matching their tone of voice, energy and body language. Mirror the way they move, lean in when they lean in, casually touch your hair the same way they do, maybe you can hold your hands in the same position they are. All of these things are unconscious cues that we’re similar. They’re unconscious cues of connection.

• Show genuine interest - this echoes the above sentiment, because the more you’re able to be genuinely curious about them, listening to what they’re saying, and asking them questions, the more they’re going to feel valued and interesting. If we can make them feel good about themselves during the sales process, that is always going to be beneficial.

• Be Authentic - show them who you really are too. The more you’re able to demonstrate yourself as a real person, who has quirks, ideas and emotions, the more they’ll resonate with you.

As a sales person, take the time to build relationships with clients beyond the transactional level. Show empathy, share insights, and be authentic in your interactions.

Example: You’re at a meeting with a client, while you’re discussing things you notice the client mention a recent industry event they attended. Yippee you think. You seize the opportunity to connect by sharing your perspective on the event and key thoughts you both shared. This not only built connection, it also demonstrates your industry knowledge while fostering a sense of camaraderie. This rapport-building moment strengthens the relationship, paving the way for a more collaborative negotiation process. The client suddenly feels like you’re both on the same team now.

3. Embrace Strategic Silence: Take a Second

Hilariously, a lot of my advice on building rapport today has included you not doing the talking… but there is power in that. Silence can be a potent tool in negotiation. Embrace strategic pauses to gather your thoughts, allow the client to process information, and encourage them to share more. The longer you can pause, the more chance that they’ll fill the space with some vital information.

Avoid the temptation to fill every moment with words; sometimes, silence speaks volumes and can prompt your dear client to offer concessions or additional insights.

Example: As you present your proposal, you pause after outlining some key benefits. You’ve been speaking for a while, so this obvious and intentional silence notifies to the client that it’s their opportunity to speak. Thankfully, due to your considered timing, they share their perspective on your value proposition and express their thoughts. This provides space for your to utilise the rest of the conversation to provide clarity and/or confirmation of their perspective, and opens the door for mutual agreement.

Remember, negotiation is a dynamic process that requires a bit of movement. The more you can flow with what they require, the more you’re going to achieve what you’re after.

Another great quote from Chris Voss: "Your goal is to get your counterpart to reveal their constraints, not to impose your will."

The more you can learn from your counterpart, the more you’re able to align your negotiations and ensure they see you’re able to deliver on the value they’re wanting to receive. By mastering these tools and approaches, you'll navigate negotiations with confidence and achieve mutually beneficial outcomes.

Keep honing your negotiation skills, embrace authenticity, and approach every interaction as an opportunity to learn and grow. You're on a remarkable journey —embrace it with enthusiasm and curiosity.

Now go win those deals!!

Sending love,
Jade