Negotiation vs. Sales at GCC

I registered for this sales class to learn effective sales techniques that I might use after graduation. The semester prior, I took a negotiation class with Professor Buttler which covered business negotiation techniques and strategies. Before this semester, I did not know how much overlap there would be, but it turns out there is a lot in common between the classes!

When arranging an integrative negotiation, where both parties benefit, Butler emphasized the need to understand the other person’s interests. Asing good questions before talking specifics is key. If you successfully understand what they want, you can work together on finding an integrative solution to both of your problems. If you do not take the time to listen to the other party, you will surely fail and will not be able to arrange a suitable solution.

Likewise, I’ve learned that the sales process is all about asking the right questions at the right time, so that the salesperson can understand their client and find out if their product is right for them. The negotiation process of problem finding and solution seeking clearly matches up with the concept of the sales funnel. Both processes begin with general, open-ended, questions, that lead to more specific questions and back and forth dialogue. In sales, leading phrases such as “so…, and that means…, and tell me more about that…” can help get to the root of the prospective client’s issue. Only after these questions can a solution be presented (sales) or discovered (negotiation).

In both practices, the other party is the #1 focus, as long as your own interests are met. This redemptive perspective on even high-pressure negotiations and sales situations has been fascinating to learn. I believe that in this world full of liars and cheaters, the honest salesman and negotiator will succeed in the long run.

P.S. Take that negotiation class! It was fantastic 🙂