Negotiation is a discussion designed to reach an agreement between parties who share some interests but are at odds on others. Prepare to negotiate by determining what you want from the agreement and by generating a list of high value concessions other than price. Reach agreement by clearly identifying your customers' interests, determining areas of agreement, and creating win-win solutions to resolve differences. Ask for commitment in a non-manipulative way. Immediately after the customer buys, the salesperson helps the buyer get a clear understanding of his or her expectations and to know when and if value has been achieved.
Salespeople can help on both fronts by adopting the role of a teacher.
First, in customer-focused selling, the objectives agreed upon must be realistic and measurable. Once these goals are set, it is up to you to manage your customers' expectations and teach them how to attain their objectives. The key here is to make sure your customer knows how use your product or service properly. Test for value to make sure your offer provides what you said it would. The role of the farmer is to cultivate satisfaction and to grow the account.