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The Laws Of Negotiating

The Laws of Negotiating are closely related to economics. They are part and parcel of the same process. Both economics and negotiating are based on the fact that each person places different values on different things. Everyone behaves economically in the sense that they always strive to negotiate the very best situation or result for themselves in each situation. The Universal Law of Negotiating Everything is negotiable. All prices and terms are set by someone. They can therefore be changed by someone. Prices are a best-guess estimate of what the customer will pay. The cost of manufacturing and marketing a particular product or service often has very little to do with the price that is put on it. Dont be intimidated by written prices, assume that they are written in pencil and can be easily erased and replaced with something more favorable to you. The key is to ask. The Law of Futurity The purpose of negotiation is to enter into an agreement such that both parties have th

Negotiating And The Three Ts: Trust, Time And Tactics

Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the "3 Ts of Negotiating: Trust, Time, and Tactics." Trust - The more trust you and the other party have in each other, the less need there will be to negotiate. The risk is in knowing whether the trust is real or perceived. * Trust only comes through time and the quality of interactions you have had with the customer. To gauge the level of trust you have established, consider what the other person has told you about their company. The more they tell you that is not known by others, the more trust they have in you. * Perceived trust is blind and will get you in trouble very quickly. It often comes when the other party is a good communicator and is easy to get along with. Time - The more time you have before its necessary to finalize the deal, the greater your leverage. If

Ask For The Sale!

Here is an interesting question: Why is it that we, as salespeople, spend so long, invest so much time, energy, preparation, and effort on the phone with and in front of prospective customers only to let the sale go away or worse, go away to someone else? Why is it that we place so much emphasis and commitment on the process of moving the ball down the field but yet design so very few plays to actually take the ball into the end zone? We need to realize that whenever we do not actually attempt to close the sale, we literally destroy (or at least taint) all that we have worked for throughout the sales process. We give up the rapport that we have built, the relationships, the enthusiasm towards progress, and the momentum. We let the sale wither away and die or go to another more assertive, focused salesperson that was prepared (AND took the leap of faith) to ASK for the business! Do we, as salespeople feel that we offer such irrefutable evidence of value throughout our sales

Top 3 Must Have Negotiating Skills

Have you ever been on the wrong end of a negotiation? You closed the business only to discover the more business you write the more money you lose! In other words, you didnt negotiate price, terms and agreements to create a true win-win outcome. Its important to be equipped with good consultative skills as well as good negotiating skills. Here are three skills to add to your sales tool belt. 1. Clearly identify your ideal client. Neil Rackham, author of "Rethinking the Sales Force," does a great job of explaining the impact of the information age on business. He tells how the information age is creating two distinct type of buyers: the transactional buyer and the value buyer. The transactional buyer is interested in one thing and one thing only....price. This buyer doesnt care about your expertise or relationships. They believe they can find the same expertise on the internet and the vendor (YOU) can be easily replaced. The value buyer still values expert

Three Keys To Successful Negotiation

Everyone negotiates. Negotiations are an integral part of our jobs, our lives, and our relationships. We even negotiate with ourselves when we work out the relative value of things. Few people understand the negotiation process and the effect attitude, people skills and dealing with conflict have in a win-win negotiation. Negotiation is a life skill and an art. As a life skill, you negotiate every day whether you are aware of it or not. As an art, it has to be cultivated and developed over time. Developing a negotiation talent requires turning our thinking around. Learn the secrets and enjoy the process instead of dreading what you might perceive as a conflict. Today, negative comments and antagonistic attitudes abound about negotiations. Most people look at the negotiation process as "war". Negative experiences and pessimistic attitudes lead to negativity and destructive behavior in negotiations. The potential for a positive outcome and the development of long-standing affabl