Questions to ask that will reveal authority and intent, what to do when you aren't with a buyer, and how to handle the person who is both.
- [Voiceover] There are buyers who have goals and then…there are the negotiators.…These are the purchasing type people who's sole job…is to get lower prices.…All they do is negotiate.…If you want to sell major deals, you need to spend more time…with buyers than you do negotiators.…Now purchasing people aren't all bad; they have a job to do.…Some negotiate major deals and they do look for value.…But having said that, you also need to get…to buyers and to users.…
Let me give you an example.…One of our clients sells medical devices,…and so it's critical that they get to the doctors,…the senior leaders at the hospital, the nurses,…anuone who might benefit from their product, and they need…to do that before they start to work with purchasing.…So I want you to think about what you sell and really think…about who are the users, who might be the senior people…who might benefit, who in the periphery might be impacted…by what you sell.…
So, there are a few clues and a few questions you can ask…early in the buying process to determine what type of person…
- 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.