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okay we're in our last video of the sales pitch we've given an overview of all the different steps we've talked in depth about the demonstration phase and now we're going to be talking a bit more in depth about the negotiation phase and the closed face so here are our steps the hook where we're trying to grab their attention the demonstration we've talked about we're going to be talking about negotiation where we're hashing out the details we're going to try and make the deal in the closed phase and we've already talked about the service base so let's start talking about negotiation there is a term in law regarding things like contracts and sales and transactions called meeting of the minds and essentially what that means is you and your client whoever you're talking with need to first agree on the sale and agree on terms so they need to say yes i want to buy from you and both of you need to and you need to say yes i want to sell to you right so that's agreeing on the sale and they need to say yes i agree with these terms you know the price the quantity all that stuff and you need to agree with it as well if both parties agree on the sale and on the terms we have what's called meeting of the minds so that's essentially what this whole negotiation phase is trying to do is trying to achieve this meeting of the minds doesn't always happen gotta be prepared for that but that is your goal so we've already talked a little bit about some negotiation tips in a previous video make sure you plan ahead that is the best thing you can do for negotiation is to prepare okay so you want to plan for your preferred outcome figure out what that is it could be how much you want to sell your products for how much quantity you want to sell it for you need to figure out what your bottom limit is some if they try to talk you down which they probably will what is the price where you cannot go below if they say this is the price you have to say sorry we can't do that and anticipate obstacles figure out ahead of time what the client might say to tell you no to try and get out of the sales pitch or whatever it is right if you can anticipate those obstacles then you can prepare responses for how you're gonna handle those obstacles and how you can actually show them that maybe they aren't as big of an obstacle as they might think again we're looking for win-win situations try to avoid these take it or leave it scenarios that's more of like an us versus you um mentality we want win-win situations we're trying to build a partnership we're trying to build a relationship and again listen to them listen to solve not to dismiss them not to just like throw away whatever their concerns are we want to try and solve their issues we're a problem solver now okay let's go over some more things in a negotiation you should be direct and you should be concise you don't want to be aggressive right but you do want to it's part of that confidence you you want to portray that you know what you're talking about so in a negotiation for example if you're talking about quantities or you're talking about prices give them firm figures don't give them ranges just don't say like i think we could sell it for you know between eighty or ninety dollars give them a firm number we can sell this to you for eighty dollars okay give them a lot of yeses and no's don't give them any maybes try not to say i don't know as much as possible but sometimes that is uh that is something you need to say but of course you should always follow and i don't know up with i'll find out for you okay like i said anticipate obstacles and what you should do in a negotiation is try to make the first offer because that sets the tone for the rest of the negotiation okay remember how we said figure out your preferred outcome try and make that first offer at slightly higher than your preferred outcome slightly higher because we're anticipating the client to talk us down a little bit right so if we go slightly higher than the preferred outcome they're probably going to counter with something below what your preferred outcome might be and then you meet in the middle at your preferred outcome but don't go wildly above your preferred outcome trying to get more money because that'll just put people off the client probably knows what your product should be priced around and if you go way too high it's going to put them off they're probably just going to say no get out of my office and again whenever you're into this negotiation try and give them solution focused responses whether you're telling them yes we can do that and you know we're solving a solution for you or if you say no we can't do that because that doesn't really solve your issue that doesn't solve your you know what the problems that you're facing we can't provide our best service if we do that for you right so even if you're saying no to them frame it as a solution-focused response right so for example a lot of people tell you oh we don't have that in our budget or that's too expensive for us so you can answer that with what budget are you trying to keep under right that way you're addressing their point you're addressing that obstacle and you're trying to work with them you're trying to find a solution even to their budget problems now okay so negotiation it's all about problem solving it's all about finding those win-win situations just remember that and now of course we're doing we've done all of our negotiation like we've said in the last video tried you should be the one to initiate the close if met with concerns repeat all that negotiation stuff especially listening to the listening to the client because if you go through all this negotiation and they're still kind of hesitant there's going to be reasons why if you if you're at this point in the sales pitch and they haven't told you to leave yet they are interested but if they're saying no or they're hesitating there's r there's real reasons behind it so make sure you're solution focused make sure you actively listen and you're looking for those win-win situations okay and once you do get the clothes make sure to frame it as confirming a solution as we've said and you've seen this screen a few times now i'm going to end on it again make sure you focus on your soft skills your confidence right being firm and concise in your negotiation with your speaking make sure you're not coming off with an aggressive tone or a wavering tone on the other side of the spectrum again articulate be friendly about it maybe even joke around during the uh the negotiation if you feel that's a good mood because again this is all about building relationships if you can negotiate while laughing and making jokes with it with your client and then you get the sale that client is going to be a partner for life so focus on the soft skills and you'll have a lot better of a time with your sales pitches