Your opening questions during negotiations should focus primarily on what?

Focusing on the customer's goals during the opening questions of negotiations is crucial because it allows you to understand their needs and priorities. By doing this, you can tailor your presentation and solution offerings to align with what the customer truly values. This approach helps establish rapport and trust, as it demonstrates that you are interested in addressing their specific challenges and aspirations.

Engaging the customer about their goals also sets a collaborative tone for the negotiation. When customers feel heard and understood, they are more likely to engage positively in the discussion and consider your proposals seriously. This customer-centric approach paves the way for a more effective negotiation process, as it will result in identifying mutual beneficial outcomes.

In contrast, emphasizing service features, sales strategies, or industry trends at this stage may detract from the focus on the customer. These aspects can become relevant later in the negotiation once you have a clear understanding of how to align your offerings with the customer's goals.