Sales negotiations begin at the 'first point' of contact
Crucial information can be gathered before first official talks
Firms should be aware that sales negotiations begin at the first
point of contact with the other side, according to an expert.
Many businesses may believe that the negotiation process does
not start until formal talks are conducted but vital information
can be learned during the initial contact period.
Dr Jim Anderson, a professional sales negotiator, claimed firms
can use this time to form a relationship with their adversary which
could quicken the negotiation process.
He wrote on ezinearticles.com: "Smart sales negotiators use all
of the time that they have to move closer to reaching a successful
"They know that the time before negotiations start is very
valuable and if used correctly, then they can make the outcome of
the negotiations a foregone conclusion."
Dr Anderson added that companies looking to purchase another
firm or product can learn about their pricing method, their current
buyers and the rank of the salesperson they are dealing with.
Sellers can use the time to determine the budget of the other
side and the person they will need to conduct negotiations