Your client's needs shift during negotiation. How will you adapt your approach to seal the deal?
Are you a master of negotiation adaptability? Share your strategies for shifting gears to win over clients.
Your client's needs shift during negotiation. How will you adapt your approach to seal the deal?
Are you a master of negotiation adaptability? Share your strategies for shifting gears to win over clients.
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It’s important to stay flexible and responsive to those new changes in client’s need. Understanding their new needs is very crucial to capture client trust. Revise the proposal and emphasise on benefits and values they will receive which can help reinforce their decision to move forward.
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When a client's needs shift during negotiations, my approach will remain flexible and client-focused. First, I will actively listen to understand the new requirements and identify their underlying motivations. I'll then reassess the current offer to determine how it can be adjusted to align with these evolving needs, while ensuring the solution remains viable for both parties. Open communication is key, so I'll present any modifications transparently, offering alternative solutions or additional value to meet the client's goals. My aim will always be to find a win-win compromise that enhances trust and closes the deal.
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It's important to stay flexible and open minded and understand the perspective of the client. No discussion on requirements is always close ended and additional and change requests do come up during negotiations. But also be very clear about your own organization's ability to delivery on the changed client requirements. Reorient, evolve and realign with the changes in client requirements, but also be clear of certain red lines where just win the deal or keep the client happy, you may end up overpromising without capable of being those changes/promises delivered
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Cuando las necesidades del cliente cambian, adapto mi enfoque de la siguiente manera: 1. Primero, escucho activamente para entender a fondo sus nuevas expectativas. Esto me permite identificar puntos en los que ambos podemos ganar. 2. Luego, reformulo la propuesta, asegurándome de que cubra tanto sus intereses como los míos. Me mantengo flexible, dispuesto a ajustar las condiciones y explorar nuevas opciones que beneficien a ambas partes. 3. Además, siempre tengo un BATNA (Best Alternative to a Negotiated Agreement) como respaldo, en caso de que no lleguemos a un acuerdo. De esta manera, cierro el trato de forma colaborativa y mantengo una relación positiva a largo plazo.
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When a client’s needs shift during negotiations, stay flexible and attentive. First, acknowledge the change and ask clarifying questions to fully understand their new priorities. Adjust your offer to align with their evolving needs, highlighting how your solution can still deliver value. Be open to revisiting terms, whether it's pricing, timelines, or features, and propose creative solutions that address their concerns while maintaining your objectives. Maintain a problem-solving mindset and reinforce the long-term benefits of your partnership. By adapting swiftly and showing willingness to meet their needs, you can keep the negotiation on track and close the deal.