January 2019
Intermediate to advanced
256 pages
6h 2m
English
Content preview from Power Negotiating for SalespeopleBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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Chapter 25
Finding Out How Much a Buyer Will Pay
In the two previous chapters, I made the point that money isn't the most important thing to consider when you're selling. Now let's look at some techniques to find out the buyer's highest price. When you are selling, the negotiating range of the buyer ranges from the wish price (what they're hoping you'll sell it to them for) all the way up to the walk-away price (the highest price they are willing to pay). How do we uncover the buyer's walk-away price?
Let's look at some techniques that you could use to find out how much a buyer is willing to pay. Let's say that you sell switches to computer manufacturers. Here are some techniques that you could use:
- Raise their top offer by hypothesizing what ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.