Are you steps away from landing a major contract for your company? Chances are you’ve spent untold hours recruiting this prospect. Planning, meetings, and research have all played a strong role in landing the account. You’ve collaborated with your co-workers and other departments in the company to present a program of solutions to this perspective client. It’s time for the real negotiations to begin. Follow these recommendations from the professionals and you’ll have a signature on the bottom line in no time!
Get your own house in order and dress for success. Invest in a quality business suit that will last for years. Tone down the makeup and bling. Consider enjoying the savings of a Groupon coupon and taking the plunge for a botox treatment to ramp up your confidence and dial down your age. Polish your shoes and have your signing pen ready.
When beginning negotiations, have a list of non-negotiable items and a list of items you are prepared to negotiate on clearly hammered out with your team. Rest assured your prospective client will have the same list on hand. Before dropping your pricing structure, considering adding incentives and services. These need to be of true value to the account. Keep the mentality of win-win negotiations. You are setting the stage for a long term relationship and need to let the client know you’re keeping their best interests in mind. Plan to hold the meeting in the morning, preferably at a location the prospect has selected. This is a general courtesy that will set the tone for the negotiations. Confirm the number of individuals on your prospect’s team that will be attending and don’t exceed that number in your team. Finally, maintain professional composure and courtesy. You’ll have a signature on the bottom line in short order.