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Solar At Scale - Solar Closer Mastery
  • Pages
    • 1. Software Set-Up
      • Calendly
      • close
        Close CRM
        • The Set Up
          • Adding Email Signature
          • Creating Phone Numbers
          • Statuses & Pipelines
            • Lead Statuses
            • Opportunity Pipeline
          • Custom Fields & Activities
            • Custom Fields
            • Custom Activities
          • Templates
            • Email Templates
            • SMS Templates
          • Reporting & Metrics
        • How To Guides
          • Leads and Contacts
            • How to create a lead
            • How to create a contact
            • How to merge leads
          • Calling & Auto Diallers
            • Making/Logging Calls
            • Automatic Diallers
          • Emails & SMS Messaging
            • Email/SMS Templates
            • How to Send Emails
            • Sending SMS messages
            • Workflows
            • Creating Tasks
    • 2. Solar Product Knowledge
      • How Solar Works
        • Solar 101: A Guide To Buying Solar Power Systems
      • Why Solar is Different
      • Solar Batteries
      • Heat Pumps
      • Federal Govt Rebates (STCs)
        • Calculating STCs
      • Solar Victoria Rebate
        • Solar Panel (PV) Rebate
        • Solar for Renters Rebate
        • Solar Battery Loans
        • Hot Water Rebate
          • Approved Products
      • DNSPs
        • Grid -Connection Rules
    • 3. Sales Philosophy
      • What is Sales?
      • The Basics
      • The 60/30/10 Rule
      • 3 Cs of Sales
      • The Myth of Price and Money
      • Convincing vs Persuading
    • 4. Strategy Session
      • Mindset of Closing
      • Product Training
        • Solar system size limits explained by state | Solar Choice
        • Consumption Monitoring
        • Switchboards
        • Solar Panel Brands
        • Solar Inverters
      • opensolar
        How to sell on OpenSolar
        • How to create the proposal & process finance
        • Proposal Request
        • Extra Charges
      • Financing Solar
        • Plenti
        • Humm
      • The Importance of Structure
        • The Intro
        • The Problem
        • The Solution
        • Future Pacing
        • Cost of Inaction
        • The Presentation
        • Gaining Commitment
      • Processing The Sale
      • RECORDINGS
        • LIVE EXAMPLE
    • 5. Handling Objections
      • Logistical vs Fear-based Objections
      • Partner Objection
      • Money Objection
      • "Think About It" Objection
      • icon picker
        Negotiation
    • 6. Completing the Sale
      • Applying for Rebates (VIC)
        • Solar Victoria Rebate
          • Solar Panel (PV) Rebate
          • Solar for Renters Rebate
          • Solar Battery Loans
          • Hot Water Rebate
            • Approved Products
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Solar At Scale - Solar Closer Mastery
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Negotiation
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Negotiation

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A sales negotiation is a discussion between a buyer and seller, ideally leading to a mutually agreeable deal. It often entails some back-and-forth conversations involving buyer concerns, concessions, established value, and compromise.

First rule: Win before you negotiate

This means that you want to get agreement from the prospect that, provided you agree to their terms or you come to a mutually agreeable arrangement, they are ready to move forward. This can be done with the following questions:
Let’s say that we can come up with terms that are agreeable to both parties, what would you want the next step to be?
In this case, you can replace “terms” with whatever term they named. For example, let’s say they ask you for your “best price”. You can say:
Let’s say that I can get my boss to agree to a price that works for you, what would you want the next step to be? OR Would you be ready to move forward at the right price?
If they haven’t named any specific terms and are just asking if we are negotiable, you can ask to clarify their ideal terms. For example, a client that already has their course written and filmed and wants us to put it on the platform and build out the funnel may ask for a discount, which may be okay with us. You can use this question in that case:
What would your ideal agreement look like? Considering that we might have to be realistic due to our costs and team, what would you want the terms or pricing to look like?
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