Following is a compendium of tactics that you will find very helpful in your information gathering process. Some of the tactics that we will review here are quite versatile and have a number of different uses in addition to gathering information. Therefore, you will find some of them, such as silence and good guy/bad guy, showing up again when we illustrate their use in other parts of the negotiation process.
Objection Questions
Objection questions can be a very effective way for a buyer to gather information from a salesperson, especially during the initial contact phase. Salespeople are trained to “overcome” objections. A question phrased as an objection can sometimes produce reams of information.
One way to gather information ...
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