Join Lisa Earle McLeod for an in-depth discussion in this video Negotiating with your reputation in mind, part of Sales Negotiation.
- I want to tell you a story about the people…who negotiated the deal to buy our last house.…So we put the house on the market.…Everything was in great shape, the house looked beautiful,…they came in the very first day the house was on the market,…they made us an offer, and they said…"We'll pay your asking price."…It was great.…And they were really smart about it,…because they didn't ask us to lower the price.…Instead they said, "You know what,…"throw in some furniture, throw in some drapes."…We said "great", we were happy to do it.…
It was an excellent deal.…But then, when it came time to sign the paper,…they added one more thing.…They said, "We want the fish tank."…The giant, 55-gallon fish tank,…with the 20 fish that had been…purchased by and named by our two-year-old daughter.…I was ready to talk away from the table.…My husband prevailed.…He said "Look, it's just fish,…"let's just sign the deal and be done with it."…So we did.…
It was a very good business decision.…The couple walked away, they were elated,…"We got everything!…
- 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.