Download - Ed Brodow: Negotiating for success
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NEGOTIATING FOR SUCCESS
Ed Brodow
Copyright © 2007 Ed Brodow Seminars. All Rights Reserved.
SALESMANAGEMENT
FORUM
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NEGOTIATING FOR SUCCESS
Ed Brodow
Copyright © 2007 Ed Brodow Seminars. All Rights Reserved.
SALESMANAGEMENT
FORUM
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Learning PointsLearning Points
Listening Managing Buyer Expectations Concessions: Reluctantly Dealing with Buyer Tactics Defending Your Price Finding a Win-Win Solution
Listening Managing Buyer Expectations Concessions: Reluctantly Dealing with Buyer Tactics Defending Your Price Finding a Win-Win Solution
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Definition of Negotiation:
The process of overcoming obstacles in order to reach
agreement.
Definition of Negotiation:
The process of overcoming obstacles in order to reach
agreement.
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ListeningListening
The 70/30 Rule
Open-Ended Questions
The 70/30 Rule
Open-Ended Questions
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Be a DetectiveBe a Detective
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Managing ExpectationsManaging Expectations
Everything you say has influence
Challenge customer’s assumptions
Ask for more than you want
Differentiate Yourself
No is a Good Answer
Everything you say has influence
Challenge customer’s assumptions
Ask for more than you want
Differentiate Yourself
No is a Good Answer
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How to Say NOHow to Say NO
Limited Authority
Legitimacy
Confidence
Limited Authority
Legitimacy
Confidence
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Managing ExpectationsManaging Expectations
Everything you say has influence
Challenge customer’s assumptions
Ask for more than you want
Differentiate Yourself
No is a good answer
Willingness to walk away
Everything you say has influence
Challenge customer’s assumptions
Ask for more than you want
Differentiate Yourself
No is a good answer
Willingness to walk away
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Making ConcessionsMaking Concessions Make them work for concessions Ask for more than you want Small concessions Don’t make the first move Don’t accept the first offer Minor concessions
Make them work for concessions Ask for more than you want Small concessions Don’t make the first move Don’t accept the first offer Minor concessions
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Buyer TacticsBuyer Tactics
Flinch
Sob Story
Squeeze
Nibble
Straw Demand
Flinch
Sob Story
Squeeze
Nibble
Straw Demand
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Defending Your PriceDefending Your Price
Resell Value Resell Value
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Consultative SellingConsultative Selling
Focus on Solving
Customer’s Problems
Focus on Solving
Customer’s Problems
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Consultative SellingConsultative Selling
Value - not PriceValue - not Price
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Defending Your PriceDefending Your Price
Resell Value
Good Reasons
Legitimacy
Let Them Complain
Flinch
Resell Value
Good Reasons
Legitimacy
Let Them Complain
Flinch
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Defending Your PriceDefending Your Price
Peripheral Concessions
Ask for Something in Return
Peripheral Concessions
Ask for Something in Return
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When All Else FailsWhen All Else Fails
Plead Weakness
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What Am I?What Am I?
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Missing Link?Missing Link?
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DifferencesDifferences
Chimps Hot-tempered Violent Kill Each Other
Chimps Hot-tempered Violent Kill Each Other
Bonobos Sensitive Sexual Peaceful
Bonobos Sensitive Sexual Peaceful
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Bonobo EvolutionBonobo Evolution
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After a Hard Day at the OfficeAfter a Hard Day at the Office
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Yoga Class
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Two Bonobos Negotiating
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The Three Rules for Win-Win Negotiating
The Three Rules for Win-Win Negotiating
Treat the buyer like a partner
Develop trust by listening
Explore options for mutual satisfaction
Treat the buyer like a partner
Develop trust by listening
Explore options for mutual satisfaction
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Rule #1: Treat Them like a Partner
Rule #1: Treat Them like a Partner
Don’t Accept Their Hostility
Try to Understand Them
Solve Their Problem
Don’t Accept Their Hostility
Try to Understand Them
Solve Their Problem
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Rule #2:Develop Trust By Listening
Rule #2:Develop Trust By Listening
70/30 Rule
Ask Questions to Clarify
Acknowledge Their Position
Woo – Show That You Care
70/30 Rule
Ask Questions to Clarify
Acknowledge Their Position
Woo – Show That You Care
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Rule #3: Explore Options for Mutual Satisfaction
Rule #3: Explore Options for Mutual Satisfaction
Brainstorm Outcomes Find Agreement Expand the Pie
Brainstorm Outcomes Find Agreement Expand the Pie
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The Three Rules for Win-Win Negotiating
The Three Rules for Win-Win Negotiating
Be a Partner
Develop Trust By Listening
Explore Options for Mutual Satisfaction
Be a Partner
Develop Trust By Listening
Explore Options for Mutual Satisfaction
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Are you a CHIMP?or
Are you a BONOBO?
Are you a CHIMP?or
Are you a BONOBO?