The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively
I’ve always liked superheros. From my earliest days of reading comic books to my current-day trips to the movie theater to see Spiderman and Iron Man, I just don’t seem to be able to get my fill of superheros. I believe that superheros, although fictional (probably – however I still have hope), can teach us … Read more
Ok, so let’s be straight about this – buying a new car is one of the biggest negotiations that most of us do on an annual basis. Any time that we have a chance to find out how to do a better job at negotiating this transaction, it’s almost like putting more money into our … Read more
In the world of negotiations, there are few tactics as old and as well thought of as the “reverse auction”. This is a powerful negotiating technique that allows a buyer to get the sellers to offer their best pricing for the most amount of work. Not bad if you are a buyer, eh? Check out … Read more
During a negotiation, there often arise cases where we’d really like to get the seller to give us information that they really don’t want to give to us. If only there was some way to test the other side’s willingness to settle with us. Oh, and if there was a way to also “zero in” … Read more
If you really want to set off the other side of the table during a negotiation, one great way to do this is to tell them that they can “take it or leave it.” This is pretty much the verbal equivalent of throwing gas on a fire – you are guaranteed to generate hostility on … Read more
As the captain of the Titanic, Edward John Smith, did a fairly good job of looking out for the parts of icebergs that were above water. What got him in the end is when the Titanic hit a part of an iceberg that he couldn’t see because it was below water. In negotiating, all too … Read more
In the classic movie, The Godfather, Marlin Brando utters the unforgettable phrase “I’ll make him an offer he can’t refuse.” Clearly Brando’s character Don Corleone is operating from a position of negotiating power as the head of an organized crime family. However, is there anything in this phrase that us mere mortals can use? It … Read more
Negotiating is both an art and a science. We study what works and what doesn’t in order to make sure that the next time that we are in a business situation in which somebody has something that we want, we are able to negotiate to get it. But what about pirates? The newspapers are all … Read more
So here’s something that will blow your mind: studies have shown that car shopping customers are willing to pay between $200 and $300 MORE for a car if during the negotiation process they became convinced that the salesperson was committed to their satisfaction. Wow – talk about a successful negotiation for the salesperson. But wait, … Read more
Sorry – that’s a trick question. Most of the time when we talk about negotiating skills, we talk about how you can improve how YOU negotiate. However, in the real world, negotiations are often done by teams of negotiators. The reasons for this are fairly simple: negotiations more often than not can take a long … Read more