Join Lisa Earle McLeod for an in-depth discussion in this video When giving something away adds value, part of Sales Negotiation.
- Most people enter a negotiation thinking…about what they can get, but one thing…you want to do that will actually make you…very differentiated is think about what you can give,…what you can give away, something that adds value…and doesn't cost you a lot of money.…And if you can think about those types of things,…it keeps you from negotiating on the purchase price alone,…and it adds value in a way…that makes the client feel great.…So I'm not a big fan of pre-scripted techniques,…they often smack of manipulation, but let me tell you…a few things that I've done.…
One technique I've used is provide something…the buyer didn't expect.…You might want to think about this…as reputation insurance, and it creates…a feeling of good will.…Before you close a deal, think,…"What else could I do to ensure that this deal…"not only closes, but that it's successfully implemented?"…Get creative.…The way you do this is gonna be different,…depending on the client, but let me give you an example.…We were negotiating a very large consulting agreement,…
- 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.