One of the enduring myths of negotiation is that it is back and forth struggle with your customer that occurs in the final stage of the sale, the “close.” Negotiation, at its best, is comprised of open, honest and straight-forward communication based on mutual respect and mutual trust.
The following simple five-step process can help maximize your results each time you negotiate. Even better, I find it works wonders at every stage of the sales process, from negotiating price to discussing delivery, added product features or any other terms your prospect is looking for a break on.
Step 1: Get into the right frame [...]
When your client just needs an extra nudge to make a decision that’s right for them, take the advice given by Meliss Goerke at this link. Check it out, then come back and rate/comment.
Good series of short videos by Brian Tracy on sales skills. I know there are a ton of fans out there. I think some of Brian’s techniques are starting to date themselves, but he’s still a favorite of mine. He does good stuff on thinking the right thoughts, staying focused, setting goals, etc
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