By Stephan Schiffman
Sales is all approximately negotiation. fee. supply. Terms.
And on a daily basis, salespeople go away funds at the desk. they only wouldn't have the talents to get what they need. Now Stephan Schiffman, drawing on years of expertise, indicates you the way to nail the sale, hit quotas, and improve the base line. Schiffman-style negotiation is all approximately getting the simplest deal. And he outlines particular ideas to get there.
Things could be tricky available in the market. yet with Schiffman's negotiation talents on your pocket, you are able to do conflict and win.
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Extra resources for Negotiation Techniques
Customer: Who’d you check with? Salesperson: The logistics coordinator. She said it was fine. But she’s, ehm, on vacation now. Otherwise, I’d call her back and double-check. She said it was fine. There are several things to note here. First, the salesperson is doing what we might call Grandma Lying: He’s telling the customer what he thinks she wants to hear. He doesn’t want to admit that his company probably can’t make the deal happen. Second, the salesperson is compounding the lie by saying that he’s checked out the situation with someone from Logistics.
But that’s not always a great way to go. After all, if you start by discounting too low, your customer may assume you can’t really do anything for her and walk away. Start too high, on the other hand, and you have nowhere to go. Start somewhere toward the lower end of the scale but not at the absolute bottom. Combine Discounts with Other Things Once you realize that discounting is only one of several possible negotiations with the customer, you widen immensely the range of tactics you can use. Because now you can combine discounting with other points.
Sooner or later, the rubber hits the road, and whatever you agreed to in the negotiation is going to have to stand on its own. In the scenario above, the units are going to have to show up in Hong Kong in two months. If they don’t, the salesperson’s lie will be exposed and his relationship with the customer will be destroyed. Lying in business is a self-destructive activity. ” Keep them out of negotiations. They’ll just make your life harder. Everyone lies. But big lies have no place in good negotiations.