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Other Added - Negotiating Tactics: Don't Let 'Good Guy - Bad Guy' Control the Sales Negotiation
Market research is one of the most valuable selling tools a show organizer has. Up to the minute, accurate market data arms you with the type of valuable information you need to ‘sell’ your show to p
As you look around your office, is everyone just like you? Probably not. The demographics of the American workforce have changed dramatically over the last 50 years. In the 1950s, more than 60% of th
You’ve assembled a brilliant sales proposal for a new client and when you arrive to the meeting to hammer out the final details, you suddenly find yourself sitting across the table negotiating with two people. One is a person with whom you’ve had contact during the sales process; the other is new – a purchasing agent.
The former is characteristically warm, gracious, and quite friendly to your proposal. The latter is hard-nosed, aloof, and completely opposed to nearly every one of your positions. They are playing the classic negot
Lesson 1If you really are in B2B then you will know all of your customers pretty well because they’ve been placing orders with you for a while and should continue placing orders with you for a
The former is characteristically warm, gracious, and quite friendly to your proposal. The latter is hard-nosed, aloof, and completely opposed to nearly every one of your positions. They are playing the classic nego
Making the financial transition from paid employment to earning a living on your own is probably the single biggest challenge facing many would be entrepreneurs. For most, the mere thought of financi
The former is characteristically warm, gracious, and quite friendly to your proposal. The latter is hard-nosed, aloof, and completely opposed to nearly every one of your positions. They are playing the classic nego
Imagine … being in one room with the 500 most successful entrepreneurs in the US. This month, I had such an opportunity at the Inc. 500 conference, the ultimate event where Inc. Magazine honors the
The former is characteristically warm, gracious, and quite friendly to your proposal. The latter is hard-nosed, aloof, and completely opposed to nearly every one of your positions. They are playing the classic nego
Whenever I can, I try to frequent locally owned and operated businesses. To be even more specific, non-franchised businesses. You're now asking "why?" Before I get into that, I will say that I bel
In the audiobook, “Sound Advice on Negotiating Skills,” author Roger Dawson says that when buyers use good guy – bad guy, they are counting on the salesperson being drawn to the good guy. Psychologically, the salesperson wants to please him or her by making concessions.
The solution, says Dawson – a renowned speaker and author of the book, “Secrets of Power Negotiating” – is to “counter their tactic by letting them know that you realize what t
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