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Negotiation Skills

How To Deal With A Stall In Negotiations

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When you get to a point in the conversation with a customer where you have to negotiate on price or some other issue, remember one thing: the vast majority of negotiations occur because you haven’t identified the value of doing business with you earlier in the conversation. I have found that if you uncover the […]

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How To Overcome The Prospect Who Needs To ‘Cut Costs’

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When negotiating with a client recently, I noticed she was often coming back to the issue of pricing for our services, trying to get me to reduce the fees for some specific services we were offering. Now, I realise that, although MTD are tried and trusted with many clients, new prospects haven’t had the opportunity […]

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Negotiation Tactics To Look Out For: “The Nibble”

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You’re nearly there. The sale is drawing to a close and you’ve been negotiating back and forth. You can see the light at the end of the tunnel and finally the relief comes over you as they say “Right, let’s do this” But at that very moment when your adrenalin is pumping and your body […]

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This Subtle Shift Can Make A Real Difference In Negotiations

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When it comes to negotiating, many salespeople worry about their ability to get the best price for their products while still offering the prospect the terms and conditions that they would see as a ‘good deal’. Often, negotiating in the real world involves giving away more than you receive, conceding more than you trade. Few […]

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A Powerful Foundation For Successful Negotiation

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Effective negotiating can entail a plethora of ideas, actions and techniques, primarily because the scope of negotiating can change dramatically from industry to industry. However, here is a foundational platform, or a framework you can use to help in almost any negotiating arena. NEGOTIATING TO GET A HIGHER PRICE When negotiating to get the higher […]

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