Salesperson negotiation is a delicate dance that requires a combination of extroverted and introverted traits. The ambivert advantage discussed in class comes in handy, as ambiverts have an incredible ability to adapt their behavior to different situations. In negotiation, ambiverts can use their social perceptiveness to read the other party’s emotions and adjust their approach accordingly, making them more effective negotiators. With this in mind, I have reminded a book written by Chris Voss, a former FBI hostage negotiator, called “Never Split the Difference”. He emphasizes the importance of active listening and empathy in negotiation and the power of mirroring and labeling to build rapport and trust. By actively listening to the other party’s concerns and emotions, negotiators can uncover hidden needs and find mutually beneficial solutions. When combined, the ambivert advantage and Chris Voss’s negotiation techniques can lead to successful sales. By using their social perceptiveness to read the other party’s emotions, ambivert negotiators can adapt their approach to fit the situation and build rapport. Being able to hold your ground, while employing a variety of techniques meant to put the other party at ease will allow a salesperson to not only capture the initial sale but also create the possibility of future business thanks to having built a relationship that goes beyond business.
By guentterjj21
BoweryJE22 3 thoughts on “Relatability in Sales Negotiations”
Leave a Reply
You must be logged in to post a comment.
I agree, negotiation is a very touchy subject and requires a lot of thought and careful actions.
Being an ambivert myself, this is an encouraging message as sales can be more perceived as an extrovert’s job. Having both aspects of introverts and extroverts makes sales easier and often times have a better outcome. I agree that you need to be able to hold a solid conversation with your potential customers, however, you do also need to be able to intentionally listen to what they are saying and bounce the rest of the interaction off of how they feel and perceive the situation.
Jake, this is very well said. The relationship with a client is much more than merely transactional. We’re here to put people at ease and even hopefully make their lives a little better every step of the way. You cannot get that with a purely transactional salesperson. To do this we need to construct bonds and treat people like humans, not wallets.