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Negotiations start before the first call. Plan what you are willing to do and what you want in return. "Plan your dive and dive your plan." |
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Never give anything up without getting something back in return. If you do not ask for something in return; the thing you have given up will be perceived as having no value. |
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If you MUST give something up -- Always give it up in small pieces. |
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Anytime you give something up -- do not be cavalier about it. Communicate that what you have given up has value and that you do not give it away all the time. |
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Stay neutral. Do not let them emotionally blackmail you. |
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Understand your prospect's pain/needs. Use Open-End Probes. |
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You must prove you care before you communicate how much you know. |
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Prospects want to buy from strong sales people. Communicate that you are the expert with enthusiasm. |
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Demonstrate Effective Listening. |
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Know your "walk away point" and always stick to it. |
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Take total Responsibility for the Sale -- Do not blame others. You own the campaign. |
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Never use weak words. |
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Never lie and do not "overly" exaggerate your concerns. |
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Have Fun! |
Copyright © 2005 ORM® Consulting
