Part 1: Introduction to sales negotiation Flashcards
Buyers derive power at the sales negotiation table through alternatives to negotiating an outcome with you. So what should your focus be throughout the sales proces?
Eliminate and neutralize alternatives to doing business with me
Leverage is currency. What does an effective sales negotiator never do?
Give away leverage without getting something of equal or greater in return.
Which sales person has the highest probability getting the outcome they desire?
The person who exerts the greatest amount of emotional control!
When should you start negotiating? And Why?
When the stakeholders have named you the VOC.
Getting the timing wrong with negotiation causes you to give your leverage away early and for free!
What is de fastest way to accelerate growth?
Reduce discounting
Why do sales people give away more than required?P
Because they suck at negotiating
