Learn techniques to build longer-term relationships, signs of tenuous deals. How to make the deal stick when you hand it off to purchasing.
- What are your core beliefs about money?…It is a good thing or a bad thing?…Is the act of making money a noble endeavor,…or is it just a self-absorbed scramble?…Well, I want to give you a piece of advice…that comes to us from a rabbi who's a colleague of mine.…And he says this.…"Take out a dollar bill.…"Look at it.…"Now pat yourself on the back,…"because you are looking at…"a certificate of performance.…
"If you did not rob or steal from anyone…"to obtain that dollar,…"if you neither defrauded anyone…"nor persuaded your government…"to seize it from a fellow citizen and give it to you,…"then the only way you could have obtained that dollar is…"you must have pleased someone."…The secret to being a successful negotiator…is to believe in the dignity of your business.…You must believe that you deserve to be paid…for your work.…
So how do you believe in the dignity of your business…when things get tough?…Well, number one, if you've lost a couple of deals,…reset yourself.…Go back home and look at how many deals you've won.…
- Identify the focus of your opening questions.
- List the three types of negotiators.
- Name three circumstances in which you should not negotiate.
- Recall how to tell the difference between a negotiator and a buyer.
- Recognize techniques that can help diffuse anger.
- Determine the best approach when a customer knows all of your product offerings.