Negotiation and Sales Flashcards
Name the six steps in selling
opening prospecting positioning products handling objectives close follow up
goal of opening
establish an initial relationship
goal of prospecting
determine what they want, find out what their hot buttons are
goal of positioning products
present the product/services THEY need based on the info from prospecting.
goal of handling objectives
identify barriers and respond to only TRUE barriers
Feel felt found approach is used in which step of selling?
handling objectives: identifying barriers and responding to the true ones.
During closing you are asking for what?
asking to do business with them
“will you give us the opportunity to work with some of your pts” is which of the six selling points?
closing
most often missed step in selling?
follow up
Name the five styles of conflict management
team up give in compromise pressure run away
name the four points of principled negotiation
people
interests
opinion
criteria
teaming up is all about finding what?
a solution for everyone.
3 strengths of team up approach
mutual trust, maintains + relationships, builds commitment
2 weaknesses of team up approach
time and energy consuming: lay all the options out on the table
Giving in approach is all about what?
keeping the peace
This type of conflict management deeply value relationships and are so accommodating they may end up resenting people
Give in
Strengths of this kind of management style include: minimizing injury when outmatched, maintaining relationships
give in
name two weaknesses of give in approach
breeds resentment
exploits the weakness
Compromise style is all about what?
meeting in the middle
Compromise style is best in what kind of situations
complex where there is no simple solutions. Often leaves both parties unsatisfied
give and take approach is what conflict management style
compromise
Strength of compromise conflict management style
all parties equal in power
weakness of compromise management style
dissatisfaction can bread resentment
goal oriented and quick is positive for what conflict management style?
pressure
negative of pressure conflict management style
breeding hostility
Pressure conflict management style is all about what
justification!
How do people who employ pressure conflict management view conflict?
they enjoy it, a welcomed challenge. They believe it is important to convince others of the merits of their position.
Running away conflict management style is all about what?
avoidance: aversion to negativity and confrontation
keeping to themselves and potential passive aggressive behavior
run away style
2 strengths of run away conflict management style
does not escalate conflict, postpones confrontation
one weakness of run away conflict management style
leaves problems unaddressed risking greater issues in the future
