How can you negotiate additional services or features with a client?

1 Understand the client's needs and goals

Before you propose any additional services or features, you need to understand the client's needs and goals. What are their pain points, challenges, and opportunities? What are their desired outcomes and expectations? How do they measure success and satisfaction? By asking open-ended questions, listening actively, and summarizing their answers, you can uncover their motivations and priorities. This will help you tailor your offer to their specific situation and demonstrate your value as a sales coach.

2 Identify the value proposition and benefits

Once you have a clear picture of the client's needs and goals, you can identify the value proposition and benefits of your additional services or features. How do they solve the client's problems or enhance their results? How do they differentiate you from your competitors or alternatives? How do they align with the client's vision and values? You need to articulate the value proposition and benefits clearly and concisely, using concrete examples, testimonials, or case studies. You also need to quantify the value and benefits, using metrics, numbers, or percentages, to show the return on investment or the cost of inaction.

3 Present the offer and handle objections

After you have established the value proposition and benefits of your additional services or features, you can present the offer to the client. You need to be confident, assertive, and respectful, using positive and persuasive language. You also need to be prepared to handle any objections or concerns that the client may have. You can use the LAER model to handle objections: listen to the objection, acknowledge the client's point of view, explore the underlying reasons or emotions, and respond with a solution or a counter-objection. You can also use the FEEL model to handle objections: find out the objection, empathize with the client, explain the benefit or value, and lead to the next step.

4 Negotiate the terms and conditions

If the client is interested in your offer, you can negotiate the terms and conditions of the additional services or features. You need to be flexible, creative, and collaborative, finding a win-win solution that meets both parties' needs and expectations. You can use the BATNA model to negotiate the terms and conditions: determine your best alternative to a negotiated agreement, estimate the client's best alternative to a negotiated agreement, calculate the zone of possible agreement, and make or accept an offer within that zone. You can also use the LEAP model to negotiate the terms and conditions: listen to the client's preferences and constraints, explore options and alternatives, agree on a proposal or a compromise, and plan the implementation and follow-up.

5 Confirm the agreement and close the deal

Once you have reached a mutually beneficial agreement on the additional services or features, you need to confirm the agreement and close the deal. You need to be clear, concise, and courteous, summarizing the main points and benefits of the agreement, addressing any remaining questions or doubts, and asking for the client's confirmation and commitment. You also need to be proactive, prompt, and professional, sending the contract or the invoice, delivering the additional services or features, and providing ongoing support and feedback. You also need to celebrate the success and thank the client for their trust and loyalty.

6 Maintain the relationship and seek referrals

The negotiation process does not end with the agreement and the deal. You need to maintain the relationship and seek referrals from the client. You need to be attentive, responsive, and reliable, keeping in touch with the client, providing value-added information or resources, and solving any issues or challenges. You also need to be appreciative, respectful, and generous, asking for the client's feedback and testimonials, recognizing their achievements and milestones, and rewarding their referrals and recommendations. By maintaining the relationship and seeking referrals, you can increase the retention and satisfaction of your existing customers, as well as generate more leads and opportunities for your business.