One of my favorite quotes of all time is, “You don’t get what you deserve, you get what you negotiate,” by Dr. Karrass. But here’s what I find interesting…most IT sales people and MSP business owners don’t consider the process of selling managed services a negotiation, even though the definition of a negotiation is, “A discussion intended to produce a managed IT services agreement.”

For example, when a prospective client looks at your managed services proposal and asks you if you can “do a little better on the price?” what do you do? Crumble and give in, or stand firm and risk losing the sale?

How about cherry pickers: A client looks at your IT services proposal and says they want to move forward, BUT they want to change the terms of the managed IT services agreement, extra services thrown in, different payment plans, a discount, etc. Do you change your managed services proposal to win the sale? Or does that set a precedence that you’ll fold like a lawn chair the minute they make any demand?

Or how about this scenario…

You have a good first meeting with a prospect and go back to your office to draft up a managed services proposal. When you call back to schedule the second meeting, the decision maker says he wants you to e-mail it to him prior to scheduling a second appointment because he’s really busy. Now what? Do you do what he asks or do you refuse and risk losing the sale?

To me, these are all NEGOTIATION situations. I know that most IT sales people simply give in because of fear, desperation and (more to the point) they don’t know HOW to overcome these in a way that is non-confrontational. 

In my view, an excellent negotiator gets what they want AND makes the other person feel good about it. A poor negotiator reacts with emotion and either ends up killing the deal OR making so many concessions that THEY get the short end of the stick.

So, I have a question for you (actually two):

1. How important do you think negotiation skills are to selling managed services?

2. What are some specific sales scenarios where better negotiation skills would be helpful when selling IT services?

Post your comments below and you WILL be rewarded  Here’s why…

Later this month I plan on holding a LIVE teleseminar with best-selling author and top negotiations coach, Jim Camp. Jim wrote the book, “Start With No” and is called on by multi-billion dollar CEOs, the FBI and heads of government to assist in major negotiations. Plus, he’s just an all-around sweetheart to work with.

I had Jim speak at the Boot Camp this year and his session was a BIG hit with the attendees. I also had him assist me in working through a sticky negotiation that could have resulted in a very expensive, very draining lawsuit which was COMPLETELY avoided thanks to his coaching – so yes, I’m a HUGE fan.

Because he’s helped me so much, I want to introduce him to all my subscribers. This session will be free of charge, BUT I do need some input into what topics you would like Jim to cover during this call. Could you help me by posting your comments below?