B2B appointments means business opportunity with other business. It is where two giants negotiate with each other. Now if we talk about giants, there are times and most often than not, disagreements with one side happens. Worst, it turns into a heated arguments that eventually fall down with zero turn out. Result? No one wins and both will end with no opportunity at all.
This mainly happens when one business representative is not capable or rather unfit to properly communicate with other business. In communication, it is inevitable to face people with different background. This might complicate because disagreement with other culture means a little and big difference.
In order for both business reps to benefit in an appointment, there has to be a level of professionalism and respect. To do this, we have prepared a few tips to consider in a B2B conversation.
Be mindful of your tone
The tone is very important when you are talking with CEOs or managers because it directly affects the level of authority of the person. According to a study of 120 executives’ speeches the sound of a speaker’s voice matters twice as much as their message.
Raising a voice during a disagreement in any appointment, that might or will negatively impact the delivery of your message.
Avoid using “you” statements
Saying “you” implies while disagreeing with someone, a perception of combative. During the negotiation, avoid using too much “you” as it points out direct action towards the client. It means that among the participants, you are acting like the only boss.
Avoid filler words or hesitant phrases
Filler words like “um,” “ah,” and “uh” tend to signal doubt. These disruptions can instantly take away from the credibility of your claim, and also serve as a distraction for those listening. Remember that you are speaking with business respondents, they will know when you are hesitant with your offer.
Do your research
You don’t want to feed your client too much promotional and opinionated statements without backing it up with research or case study. Make a strong case against your opposition, it’s important that you do your research before your actual meeting.
Don’t get personal
If you disagree with someone, your claims should be based on the outcome over that you are debating, not on what the other person has done (or not done) in the past. Never get personal during the meeting, especially in conversing with bossy American CEOs
Know your non-negotiables
Sometimes there are things that cannot be agreed no matter how much conversation and negotiation is made. This means you as a business representative have to consider in compromising some of your assets in order for your business to grow.