Chapter 27
Negotiating for Sales Pros
CHAPTER OVERVIEW
Two Negotiation Models
The Classic Model
A 21st Century Model
Tips and Techniques for Negotiation
1. Identify the Other Party’s Style
2. Determine the Buyer’s Experience
3. Identify Strategies Being Used
4. Establish Balance of Power
5. Clarify Specifications/Offerings
6. Understand Competitive Options
7. Prepare the Buyer
8. Estimate Speed of the Decision
9. Remain Flexible and Open to Options
10. Develop Outstanding Language Skills
11. Deal with Your Emotion
12. Discover the Other’s Perspective
13. Do Your Homework Well!
14. Know When to Stop Talking
15. Use Humor
16. Maintain Trust
17. Identify Buyers’ Tactics
18. Overcome Price Objections
19. Trade, Don’t Donate
20. Determine Your Initial ...
