Hello friends 👋!

Welcome to our newsletter, where we will discuss how to win debates and influence people.

Negotiation and influence are crucial to B2B sales, and mastering the art of discussion can significantly affect your sales performance.

Let's discuss the seven tips that can help you influence and negotiate with your clients effectively.

Tip #1: Find common ground

Start with a common ground with your client that you both want the same outcome. There is an agreement to work together and you are negotiating the journey.

This establishes the commitment with your client to make it work and identifying areas of agreement and working towards a mutually beneficial solution. According to research by the Harvard Business Review, negotiators who found common ground were more likely to achieve successful outcomes in negotiations.

Therefore, take the time to find common ground with your opponent before engaging in a debate.

Tip #2: Listen actively

One of the most crucial aspects of negotiation is listening actively.

This involves paying close attention to your client’s needs and priorities and understanding their perspective. According to research by the International Journal of Listening, negotiators who listened actively were likelier to achieve successful negotiation outcomes. When our clients are expressing their views, listen for the soft issues as non-verbal cues need to be uncovered.

Always accept and validate what your client is feeling. They might hold an opinion as a fact. Don’t fight it. Instead, ask questions about how they think and want it to be.

Tip #3: Have fewer but stronger reasons to support your case

When negotiating, presenting numerous reasons to support your argument can be tempting.

However, research shows that giving fewer reasons but stronger ones can be more effective. According to a study published in the Journal of Personality and Social Psychology, individuals who presented fewer arguments but with high-quality evidence were perceived as more convincing than those who gave more reasons with weak evidence.

A good rule to follow is to have no more than three main points.

In order to have a productive conversation with your client, it is important to limit yourself to no more than three talking points. This will help you to focus on the most important ideas at hand and avoid getting sidetracked by additional information or tangents. By keeping your conversation brief and to the point, you can ensure that your client understands your message and can respond in a meaningful way.

Remember, communication is all about clarity and focus, so make sure to plan your points carefully and stick to them throughout the conversation.

Check out this article 3 rules to express your thoughts so that everyone will understand you .

Tip #4: Prepare your negotiation strategy

Create a list of expected good arguments.

What are your What if’s? Your non-negotiables?

• What are your What if’s? Your non-negotiables?

• What are your client’s non-negotiables?

• What happens if the deal does not occur for your company?

• What happens with the client if they don’t push through?

• What are your client’s options?

List out all the possibilities that can occur and create a list of what can you provide as a value add on and

Tip #5: Refrain from defending your point and ask questions instead

Asking your clients more questions during a “debate” can effectively gain control of the conversation and lead them towards your position.

According to the International Journal of Conflict Management research, skilled negotiators rarely went from offence or defence. Instead, they expressed curiosity with questions like “So you don’t see any impact on this proposal at all? “. Salespeople skilled in asking the right questions to uncover genuine concern are more likely to achieve successful negotiation outcomes.

Therefore, ask your clients more questions to gain control of the conversation and lead them towards your proposal.

Tip# 6: Practice

Practice your negotiation strategy. Get your other team members to act as the clients and role-play. Ideally, they should not be part of the deal team so you can achieve a different perspective.

Tip # 7: Have a BAFO and a Robust BATNA

Like really Best, Last and Final offer. Refrain from mucking around. I have seen companies propose recommendations after the negotiation. Doing this doesn’t just look stupid. You lose credibility.

BATNA is the best alternative to a negotiated agreement.

in his book, “Give and Take,” Adam Grant discusses the concept of “dancing with foes” in negotiation. This involves finding ways to work collaboratively with your client, even if you have conflicting interests. According to Grant, negotiators who were able to dance with their foes were more likely to achieve successful outcomes in negotiations. Therefore, look for ways to work collaboratively and find solutions that benefit both parties.

In conclusion, influencing our clients and overcoming obstacles are crucial aspects of B2B sales, and by following these seven tips, you can win sales deals effectively and truly enjoy signing sales contracts.

For the Month of March what are topics in sales growth, mindset and leadership you want us to explore ?

Let me know by responding to my email.

Hope to hear from you and see you next week!

Ren Saguil