Join Lisa Earle McLeod for an in-depth discussion in this video Next steps, part of Sales Negotiation.
- Negotiation doesn't have to be nasty.…You can be a noble purpose negotiator.…All the data tells us, if you are…a noble purpose negotiator, you'll win bigger deals,…and you'll create a reputation for yourself…that serves you well in the future.…If you remember nothing else from this course,…I want you to focus on three things.…Number one, explore their true business goals…before you get to price.…You have to know the difference between…buying criteria, and actual business goals.…
Number two, learn to sit with uncertainty.…Don't be overly attached to a specific outcome,…give yourself some time and space to get creative,…and create that win-win scenario for you and your buyer.…You don't wanna be the guy or gal…who ends up with only half an orange,…because you tried to jump to the close too quickly.…And number three, believe in the dignity of your business.…It's okay to make money, in fact it's great to make money,…and it's also okay to walk away from money.…
Your job is not to nickel and dime people,…your job is to create value for your customers.…
- 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.