sales negotiations: the salami technique

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Page 1: Sales Negotiations: The Salami Technique

7/31/2019 Sales Negotiations: The Salami Technique

http://slidepdf.com/reader/full/sales-negotiations-the-salami-technique 1/7

 

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dmpl ep e pmjl% Pbep mx e ~tmghm~il mghtlexmgoi} dlmgo lj~if}l`

d} d|}ltx mg glofpmepmfgx wmpb x|~~imltx' Pbl tlx|ip mx etlilgpilxx e~~tfehb pbep h|px xliilt jetomgx /pf pbl dfgl/'

Pbmx etpmhil ~tfsm`lx pm~x fg bfw mp heg dl jegeol`'

D|}ltx etl xbesmgo x|~~imlt jetomgx d} e`f~pmgo eg

mghtljlgpei eg` }lp tlilgpilxx e~~tfehb pf olppmgo wbep pbl}

wegp' Pbl glofpmepmfg plhbgmu|l mg u|lxpmfg mx pbl e~pi}

gejl` $xeiejm plhbgmu|l$'

Xeilx Glofpmepmfgx;

@fg”p Ilp Pblj Ximhl ]f|t Jetomgx% 

Pbl Mj~imhepmfgx Cft Xliiltx Fc Pbl Xeiejm Plhbgmu|l 

Tlpemi ̂ tmhl; 0'==

’E tlilgpilxx

e~~tfehb pbeph|px xliilt

jetomgx pf pbl

dfgl'''‚ 

Page 2: Sales Negotiations: The Salami Technique

7/31/2019 Sales Negotiations: The Salami Technique

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^ e o l y 4 

© Pbl EXO Otf|~ 4>55 

Pbl Xeiejm Plhbgmu|l 

Xbtlw` d|}ltx besl iletgl` pbep glofpmepmfg mx imal xeiejm ‘ pbl dlxp

we} pf olp wbep }f| wegp mx ximhl d} ximhl' Ehbmlsmgo pbl ifwlxp

x|~~imlt ~tmhlx tlu|mtlx eg eootlxxmsl eg` x|xpemgl` e~~tfehb fslt

pmjl'

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etl lepmgo mgpf x|~~imlt jetomgx `mtlhpi} d} iffamgo cft ~tmhl

hfghlxxmfgx) d|p eixf mg`mtlhpi} d} eipltmgo hfgptehp pltjx1 x|hb ex

xltsmhl ilsli eotlljlgp ilslix) ft ~e}jlgp pltjx "l'o' ctfj 8< pf 0<

eg` pf <> `e}x%-'

Pbl ̂ tf*ifgol` Glofpmepmfg 

Pbl xeiejm plhbgmu|l je} dl e~~iml` mg pbl glofpmepmfg fc e

~etpmh|iet `lei) ft fslt pmjl mg pbl glofpmepmfg fc e x|~~imlt

tliepmfgxbm~' Lmpblt we} mp bex pbl lcclhp fc jeamgo glofpmepmfgx

xllj |g*lg`mgo'

Pbl cftjlt jfxp hiexxmheii} be~~lgx wmpb `fwgwet` glofpmepmfg fc 

pbl plg`lt ~tmhl mg d} pbl d|}lt) cfiifwl` |~ d} e tf|g` fc c|tpblt

glofpmepmfg d} ~tfh|tljlgp' Pbmx jmobp lslg dl cfiifwl` d} cmgeghl

tlglomgo fg x~lhmei ~e}jlgp pltjx "l'o' 8> `e}x- fccltl` mg tlp|tg cft

e clw lrpte ~lthlgp fcc pbl ~tmhl'

Pbl /xpeol*oepl/ xeil) ft |xl fc e x|~~imlt ~egli heg dl eg lcclhpmsl

we} cft d|}ltx pf oemg x|hhlxxmsl ~tmhl h|px pbtf|ob pbl hfj~lpmpmslplg`ltmgo ~tfhlxx' E d|}lt je} ehbmlsl e tl`|hpmfg fc 5<, d} xbftp

imxpmgo x|~~imltx fgi} pf ehbmlsl e c|tpblt 5>, wblg pbl ~egli fc ~tl*

e~~tfsl` x|~~imltx hfj~lplx cft pbl ewet`'

Page 3: Sales Negotiations: The Salami Technique

7/31/2019 Sales Negotiations: The Salami Technique

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^ e o l y 8 

© Pbl EXO Otf|~ 4>55 

Pbl Xbftp*Imsl` @lei 

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ifgo imclx~eg jlegmgo pbep pbl xliilt be` pmjl pf hephb bmx) ft blt

dtlepb dlcftl mp wex pmjl pf glofpmepl eoemg' Pbl d|}lt jf`l fc 

glofpmepmfg mx hbegomgo bfwlslt'

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xbftp*imsl`' Pbl mga mx gf xffglt `t}) dlcftl pbl hfgptehp bex lr~mtl`

eg` e glw tf|g` fc glofpmepmfg j|xp dlomg' Pbl xliilt mx hfgpmg|eii}

/al~p fg bmx) ft blt cllp/'

Jeg} x|~~imltx besl hfjl pf lr~lhp egg|ei `ljeg`x ctfj pblmt

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glofpmepmgo pbl hfgptehp etl xbftplgmgo mg jeg} hexlx'

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tlglofpmepmgo lslt} pmjl' Pbl d|}lt /all~x ofmgo deha pf pbl wlii/ xf

pf x~lea hfgpmg|eii} xbesmgo pbl x|~~imlt/x jetomgx'

_b} D|}ltx Gll` Pf Dl Hetlc|i Ximhmgo 

Ximhmgo jlep heg dl `egoltf|x eg` d|}ltx gll` pf jmg` pblmt cmgoltx%

Imal eg} fpblt plhbgmu|l mp j|xp dl |xl` wmpb hetl'

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ilxxlgmgo pbl ilsli fc pt|xp eg` hfjjmpjlgp fc pbl x|~~imlt ex e tlx|ip'

Pbl tlx|ip mx u|mha*wmg xesmgox) d|p ifgo pltj hfxpx'

’Pbl d|}lt

jf`l fc 

glofpmepmfg mx

hbegomgo'''‚ 

Page 4: Sales Negotiations: The Salami Technique

7/31/2019 Sales Negotiations: The Salami Technique

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^ e o l y 0 

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Pbl ^ltmix Fc Xeiejm 

Pbl Xeiejm Plhbgmu|l ~fxlx tlei hbeiilgolx cft xliiltx) mghi|`mgo;

  X|~~imltx wbf cehl pbl xbmcpmgo xeg`x fc ~tmhl) wmii cmg` mp

`mccmh|ip pf ~ieg eble`) ft pf d|`olp cft pbl c|p|tl' Mp mx `mccmh|ip

cft pblj pf /agfw wbltl pbl} xpeg`/'

  Pbl xliilt wbf |g`ltlxpmjeplx bfw ~tfptehpl` pbl glofpmepmfg

mx ofmgo pf dl t|gx pbl tmxa fc omsmgo ewe} pff j|hb pff xffg'

Mgxple` fc h|ppmgo mg jeg} pbmg ximhlx pbl xliilt hfghl`lx mg

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  Pbl xliilt mx lexmi} pealg fcc o|et` d} pbl d|}lt/x e~~etlgpi}

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cepeimxj xlppmgo mg' Mp mx smpei pbep pbl xliilt all~x bmx) ft blt

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5'  Pbl d|}lt bex pf ximhl pbl xeiejm% Xf dl tle`} cft mp' 

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ft xbl wmii glofpmepl eootlxxmsli}' @lslif~ xhlgetmfx eg`

lr~iftl pblmt mj~imhepmfgx cft }f|t d|xmglxx jf`li eg` bfw

}f| `lcmgl }f|t al} ehhf|gpx ft xwllp x~fp h|xpfjltx'

Page 5: Sales Negotiations: The Salami Technique

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^ e o l y < 

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pltjx fc pbl pfpei hfxp fc fwgltxbm~) pbl tlp|tg fg mgslxpjlgp

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8'  Bli~ pbl d|}lt pf jeal e tlei jlei fc mp' Pbep mx pf olp pbl tlei

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sei|l' Olp ilxx) omsl ilxx'

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@limslt} dl}fg` wbep bex dllg lr~lhpl`' Jeal x|tl }f|t

xeiejm mx gfp hfgc|xl` wmpb hble~lt ~fftlt u|eimp} xp|cc'

?' 

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~tf`|hp) ft xltsmhl eg` mpx `limslt} lgx|tlx pbl xliilt heg

`limslt jftl eg` dlpplt ep e ifwlt hfxp wmpbf|p xehtmcmhmgo

jetomgx'

2'  Jeal x|tl }f|t xeiejm oflx c|tpblt' H|ppmgo pbl x|~~imltx

jetomgx etl gfp pbl fgi} we} cft pbl d|}lt pf lgx|tl pbep bmx)

ft blt d|`olp tljemgx mg*pehp' Mg pbmx tlx~lhp pbl xliilt xbf|i`

x|~~ftp pbl d|}lt mg pbl etlex fc x~lg` egei}xmx eg` `ljeg`

’'''pbl d|}lt”x

ftmlgpepmfg heg

xbmcp ctfj wmg*

wmg pf xbesl*xbesl'''‚ 

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^ e o l y 3 

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hfgptehpx mg tlp|tg cft ~tmhl hfghlxxmfgx'

5>' Pt} h|ppmgo pbl xeiejm pff% _bltl pbl ~tfklhp xhf~l eg`

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jetomg' Pbl fgi} `egolt mx pbep d|}ltx fcplg besl e `mxpftpl`

smlw fc k|xp wbep pbl x|~~imlt hfxp xpt|hp|tl ehp|eii} mx' Pbl

xliilt j|xp pt} pf lgx|tl pbl ehh|teh} fc 

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54' Xlii pf pbl hfggfmxxl|tx' Mc }f|t

h|xpfjltx eg` ~tfx~lhpx `f gfp

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