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The Ultimate Guide to Sales Training: Potent Tactics to Accelerate Sales Performance by Dan Seidman

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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 ...

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