Your client doubts your team's negotiation skills. How can you convince them of your expertise?

Let me explain with a real-life scenario: Scenario: A client is unsure about your team’s ability to negotiate a critical contract. Professional Reply: Showcase past successes: “We recently negotiated a contract with a major supplier, resulting in a 15% cost reduction while maintaining qly standards.” Highlight key skills: “Our team excels in thorough preparation & effective comm, ensuring all parties are aligned.” Demonstrate expertise: “Our team members are certified in advanced negotiation techniques & often participate in training sessions.” Provide real-time examples: “We can arrange a live demonstration to show our negotiation skills in action.” These points will effectively convince your client of your team’s negotiation expertise.

It's crucial to highlight past successes, showcase your negotiation skills, explain your approach, address specific concerns, and demonstrate a commitment to continuous learning. When you effectively communicate your team's capabilities and address your client's doubts, you can build trust and confidence in this area.

When a client doubted my team’s negotiation skills, I knew I had to address their concerns thoughtfully. I began by acknowledging their doubts and sharing specific examples of successful negotiations we’d handled in the past. I provided data and feedback from previous clients to showcase our track record. To build trust, I offered to walk them through our negotiation process step-by-step, demonstrating how we tailor our approach to achieve optimal results. By showing transparency and commitment to their goals, I reassured them of our expertise and built confidence in our ability to deliver

The KEY is to ensure your client feels HEARD and INCLUDED. By actively listening and involving your client in the process, their perception will SHIFT from viewing your team as INCOMPETENT to recognizing a team that NEEDS ALIGNMENT. This shift in mindset is CRUCIAL because the experience and expertise your team brings are INVALUABLE, but only when properly directed and aligned with the project’s needs. By ACKNOWLEDGING your client’s concerns about your team’s skills and seeking their guidance to understand the necessary alignment, while showcasing your team’s experience and expertise, you can significantly DE-ESCALATE the situation and foster a more collaborative environment.

When clients question you or your team's negotiation prowess, take a multifaceted approach to build confidence and trust in your abilities. One of the most effective ways we've demonstrated our expertise is through case studies of past successes. For example, we recently worked with a client in securing a critical contract with significantly better terms than they anticipated. By walking them through the key points of the negotiation, we were able to highlight how our strategic approach directly led to an optimized outcome.