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How Sales Negotiators Deal with Escalation. 

Exactly what to say and when.

http://www.warriorplus.com/linkwso/c0zgpg/26232 /ca0005

 

 
 
Tags:  Super Power Scripts  Power Scripts  Scripts  What to Say  Close deals  Convert Calls  Convert Deals 
Views:  91
Published:  January 08, 2012
 
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Slide 1: ==== ==== Exactly what to say and when. http://www.warriorplus.com/linkwso/c0zgpg/26232 /ca0005 ==== ==== People are either honest or they aren't right? Umm, well not exactly. Look, in a sales negotiation everything is not as it seems. I hate to use strong words like "lying" or anything like that, but let's just say that a healthy dose of skepticism is often a sales negotiator's best friend. What's Going On Here - Can't Anyone Tell The Truth? The older a sales negotiator gets, the more he / she is less likely to believe just about ANYTHING that they are told. There is a reason for this! In the end, sales negotiating is all about power - who has it and who doesn't. However, just like in the game of poker bluffing is not only allowed, it is often encouraged. If you don't believe me (or you don't WANT to believe me), then think about how a buyer and a seller interact when they are trying to complete a deal to buy a house - talk about some serious poker playing! Where Do The LInes Get Drawn? We are in a very murky area here and it's very easy for a sales negotiator to stumble over the line and fall into the dark side - becoming a flat-out liar. It's necessary that you operate here, but you've got to watch your step. Our house buyer / seller are going to be presenting information that may not quite be the complete truth. The house seller is going to be talking about all of the things that make the house a fantastic house - and leaving out any discussion about the leaky pipes in the basement and the squirrels that have set up a home in the attic. Likewise the buyer is going to be trying to mask any real interest that he / she may have in buying this particular house. Additionally, the buyer will be working hard to NOT communicate how much funding he / she has to complete the purchase. Is anyone lying here? No - but they are also not telling the complete truth. One Word - Be Skeptical A good sales negotiator is ALWAYS skeptical about anything that he / she is told by the other side. This includes when the other side uses facts & figures (where did they come from?), experts (what makes them an expert?), and handsome bound color documents (Kinko's can turn out great stuff overnight). As a sales negotiator your job is to always be asking questions. Take nothing at face value and
Slide 2: always assume that the other side is probably not giving you the complete story. This is how you are are going to transfer power from the other side to you. Final Thoughts Being a "doubting Thomas" is a great skill for a sales negotiator to have. One important rule of life has been give to us by the Las Vegas board of tourism: "What happens during a Sales Negotiation, stays in the negotiation." This means that you can't have any hard feelings about what information the other side revealed (or didn't) during the negotiation after it is all over and done. Having a healthy dose of doubt while negotiating will allow you to close better deals and close them quicker. Dr. Jim Anderson http://www.TheAccidentalNegotiator.com Dr. Jim Anderson has spent over 20 successful years negotiating sales of all sizes. Dr. Anderson offers you his insights on how to develop your negotiating skills so that you can approach sales negotiations with more confidence that you'll be able close more deals and close them faster! Oh, and if you want to follow Dr. Anderson on Twitter, he can be found at: http://twitter.com/drjimanderson Article Source: http://EzineArticles.com/?expert=Dr._Jim_Anderson ==== ==== Exactly what to say and when. http://www.warriorplus.com/linkwso/c0zgpg/26232 /ca0005 ==== ====

   
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