Selling vs. Negotiating
It is often thought that negotiation forms part of every sale, but the fact is, if you sell well, you won’t need to negotiate. If we can heighten the buyers ‘desire to buy’ this will reduce his/her ‘requirements to negotiate’
Selling is described as “matching the benefits of your product or service to the needs of your customer, putting them together in a reasoned argument”. Whereas, negotiation is
“the act or process of bargaining to reach a mutually acceptable agreement or objective”
So, when do we sell and when do we need to negotiate? (Remember, selling well will mean there is less and sometimes no negotiation at all!) It is important to know the difference, whether you are presenting face to face to your customer or virtually. The principles are the same whichever medium you use: