Negotiation Skills

The Best Phrases To Use When Negotiating Discounts

Let’s take a look at this from both sides of the fence. If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to…

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Five Areas That Will Improve Your Sales Negotiation Skills

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best…

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The Implications Of Integrative Negotiation

Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise…

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The 5 Stages Of The Negotiation Process

The whole negotiation process takes just 5 stages. That’s it! If you can master the process then you’ll be able to create win-win outcomes with your clients. Negotiation is an art and a science. Many sales people are good at selling but…

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10 Top Qualities Of A Good Negotiator

Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you…

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3 Ways To Handle Clients That Won’t Stop Negotiating Discounts

There are many times when a client tries to intimidate or get the better of salespeople. Whether it’s because they feel they have to in order to get a better deal, or their ego is associated with getting one over…

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

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,…

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The Best Phrases To Use When Negotiating Discounts

Let’s take a look at this from both sides of the fence. If you want to negotiate a discount and you’re a buyer then I’ll give you some phrases to use. Conversely if you’re a sales person I’m going to…

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How To Respond To “We Want A 15% Discount”

I have recently been running some training with a very successful client and we have been working on the negotiation skills of their salespeople and sales managers. One person in the group raised an interesting issue about one of his…

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Why You Should ALWAYS Stand Firm On Your Walk Away Point In Sales

A couple of years ago, I witnessed a great example of negotiating in action, and it taught me a strong lesson. I was on holiday in Turkey and looking around one of those colourful bazaars where everything known to man…

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How To Deal With A Stall In Negotiations

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…

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Negotiation Tactics To Look Out For: “The Nibble”

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…

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