The Negotiating step is about working out problems that keep people from buying something they want to buy. When you’ve completed the pervious steps in the Integrity Selling process effectively then trust and rapport are strong. On this foundation negotiation becomes a partnership to work through customer concerns. When trust and rapport are weak almost any negotiation can become combative.
In the Negotiate Step you find out what concerns or objectives remain and you welcome them. You identify and clarify specific objections, discuss solutions and ask their opinions for the best solution. Agree on a way forward.