Non Violent Communication and Boundary Setting in Sales offers an alternative process to come to an agreement. We are presenting a different framework for negotiating with clients and establishing a precedent that is fair and sustainable. Our examples range from processes related to closing, to retention. If you find that your deals and your business experience stalls, low client retention, and a lack of satisfaction, we can help change your communication and teach boundary setting.
What are Boundaries
What are boundaries? Boundaries of a sale are the limits within you are willing to comfortably compromise. In this instance we are going to be discussing boundaries in terms of a deal, with an addendum of personal boundaries at the end. There are always going to be times where you will need to negotiate, but having firm boundaries established in your team prior to going after a lead ensures that you are all on the same page with what can and cannot work.
But what if my deals are not clear cut? You can always find and maintain boundaries. Some reasons why we let clients trespass boundaries we erect are that we think we need to hit a goal, we feel we did not deliver enough value in a demo, or we engaged in manipulative negotiation tactics.
Non Violent Communication and Boundaries
What does Non Violent Communication have to do with boundaries? Have you ever walked away from a meeting feeling bad, even though the deal closed? Did you have a sense of relief passing the responsibility of a client to another team? Chances are, somewhere during the negotiations, demos, or closing, your boundaries were trespassed or the communication practices were not based on Non violent communication.
Non Violent Communication and Boundary Setting in Sales
When an accord is struck using non violent communication principles and both parties respect fair boundaries, a great relationship is formed based on the need for the solution and mutual admiration for each other. Conversely, when a deal is made where one party essentially acquiesced, the other party will harbor resentment. It may not be obvious, but in the lifetime of the agreement, if you have resentment, the bond between the vendor and client will be unstable and likelihood of renewal is low. Something inevitably comes up, and the partnership sours.
Characteristics of a Healthy Deal
Here are some characteristics of a healthy deal and a sales process and demo that support non violent communication techniques and uphold boundaries
- Boundaries are erected from the beginning of prospecting, all outreach is transparent
- Discovery and Demos are conducted using Principles of Non Violent Communication
- All parties feel like they are better off for the deal
- Lines of Communication are clear and if a miscommunication arose, parties feel comfortable reaching out to solve without going through other people in their org
- Client is receptive to new products and restructure of their agreement
Characteristics of an Unhealthy Deal
Here are some ways that a deal is unhealthy or is doomed from the get go. We also offer some ways to remediate it, and of course, you can call us!
- Outreach employs misleading and aggressive sales tactics
- When the time for the demo comes, teams use challenger language, blame, and belittling competition to gain advantage with the audience
- Presenters only demo to the decision maker and exclude key members of the audience on purpose, because that is not their problem
- Conversely, clients use aggressive and misleading tactics to lower deal volume or belittle the demo team or sales team at any point in the sales process.
There are many factors that can lead to a client/vendor relationship that goes sour. We recommend, whenever there is a miscommunication, or you sense that there is discontent, to open a forum and use non violent communication (click here) to resolve the misunderstanding. When boundaries are unintentionally crossed, focus on the universal needs of both parties and use “I/We” statements. Delivery without blame can get your deal and your relationship on better footing.