From the course: Sales Negotiation
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Negotiation in action: Discussing price without value
From the course: Sales Negotiation
Negotiation in action: Discussing price without value
- Thanks to reality TV, we've all seen negotiating skills in action. "Shark Tank," "Million Dollar Listing," "The Apprentice," we've had a ringside seat to the good, the bad, and the ugly. It's likely that your buyers have had some level of training in negotiation, even if it's just their boss saying, "Knock him down as far as you can." So let's talk about three of the most common techniques that your buyer may try to use on you and how you can diffuse them. In the following scenarios, we'll see Elizabeth. She's a new sales rep, she's been trained, she's excited, and she's very eager, and she's negotiating with Cody, who is an experienced purchasing agent. Now, one of the first techniques buyers often try is to get you down on price without discussing value. And in this scenario, I want you to notice how Cody keeps putting it towards price, while Elizabeth keeps trying to steer him back towards a value conversation.…
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