How can you use a compromise negotiation style to close more deals in Outside Sales?

1 What is a compromise negotiation style?

A compromise negotiation style is a middle-ground approach that involves giving up some of your demands or preferences in exchange for some of the other party's demands or preferences. It is a way of finding a common ground and resolving a conflict without damaging the relationship. A compromise negotiation style is often used when the parties have similar or moderate goals, when time is limited, or when a deadlock is reached.

2 When to use a compromise negotiation style in outside sales?

A compromise negotiation style can be useful in outside sales when you need to close a deal quickly or when you face a tough or competitive market. For instance, if you have a limited supply of your product or service and want to secure a sale before it runs out, a compromise style could be beneficial. Similarly, if you have a deadline or quota to meet, or a strong competitor with a similar or better offer, compromising could help differentiate yourself or match their offer. Furthermore, if you have a prospect with a tight budget, specific needs, or high expectations, you may want to use this style to accommodate them or meet them halfway.

3 How to use a compromise negotiation style in outside sales?

Using a compromise negotiation style in outside sales requires some preparation, communication, and flexibility. To use this style effectively, you should identify your best alternative to a negotiated agreement (BATNA), your reservation price, and your target price before the negotiation. During the negotiation, it is important to listen actively to the prospect's needs and wants, and express your value proposition confidently. Identify the areas where you and the prospect agree and disagree, and offer or request concessions that are reasonable, reciprocal, and proportional. Explain the rationale behind them too. Finally, seek feedback from the prospect on the proposed terms and conditions and summarize the main points of the agreement.

4 What are the advantages of a compromise negotiation style in outside sales?

When employed in outside sales, a compromise negotiation style can have several advantages. It can help to build rapport and trust with the prospect by showing respect, empathy, and cooperation. Additionally, it can help to overcome objections and barriers by addressing the prospect's pain points and challenges. Furthermore, it can help to close a deal faster by avoiding prolonged or unproductive discussions and reaching a mutually satisfactory outcome. Finally, it can create a positive impression and reputation by demonstrating your professionalism, flexibility, and problem-solving skills.

5 What are the disadvantages of a compromise negotiation style in outside sales?

A compromise negotiation style can also have some drawbacks in outside sales, such as reducing your profit margin or value proposition, creating a sense of dissatisfaction or regret, weakening your bargaining power or credibility, and potentially damaging your long-term relationship or loyalty. All of these potential issues stem from compromising interests or resources, as well as the perception that you are too eager to compromise and not fully aligned with each other's goals or values.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?