Negotiations start before the first call. Plan what you are willing to do and what you want in return. "Plan your dive and dive your plan."
Never give anything up without getting something back in return. If you do not ask for something in return; the thing you have given up will be perceived as having no value.
If you MUST give something up -- Always give it up in small pieces.
Anytime you give something up -- do not be cavalier about it. Communicate that what you have given up has value and that you do not give it away all the time.
Stay neutral. Do not let them emotionally blackmail you.
Understand your prospect's pain/needs. Use Open-End Probes.
You must prove you care before you communicate how much you know.
Prospects want to buy from strong sales people. Communicate that you are the expert with enthusiasm.
Demonstrate Effective Listening.
Know your "walk away point" and always stick to it.
Take total Responsibility for the Sale -- Do not blame others. You own the campaign.
Never use weak words.
Never lie and do not "overly" exaggerate your concerns.
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