From the course: Sales Negotiation
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How to start a negotiation with noble purpose
From the course: Sales Negotiation
How to start a negotiation with noble purpose
- Helping your client reach their goal is your ultimate purpose. It's the purpose of any negotiation because if you leave them with the feeling that their goals were met you will ensure that the negotiation last. As the seller you have to understand the difference between buying criteria and true business objectives. Your job is to understand your buyer's true business objectives and to explain your own in a very authentic way, you see, you need to help your buyer see why a good relationship and trusting each other matters and that it benefits the buyer. You see when it comes down to pricing at the end, it's usually because the salesperson shied away from asking insightful questions early in the process. So let's imagine a scenario, imagine you're in an early conversation with a buyer you know that they're very likely going to be kind of tough on you at the end with price. And so one of the things that you want to do is…
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