Step #1: Lead Management
How do I find and manage leads?
Let the Games Begin! Negotiation Game Plays (cont'd)
Play #6: Make a better deal
Stop when you have an agreement in principal. It’s time to take a breather. Step back from the process for a few moments and ask the following question aloud: “Is there anything we missed that could make this deal even better than what we have agreed upon”?
Be careful—you don’t want to be perceived as retrenching key points. But maybe there’s a secondary issue you can negotiate further. For example, perhaps shipping costs were agreed upon in the deal, but maybe there’s a better price with another shipping company. Part of the deal could be that you cover the shipping cost as agreed, but you change the shipper to get a better price.
Play #7: Get a commitment
This is when the agreement is put in writing. Take the time to make sure you get the details right. Offer to have the agreement drawn up. Whoever has the pen is often in the right position to make changes in matters of interpretation. Make sure you go over the key points before the agreement is finalized for signature.
ACTIVITY #25: Write Your 7 Plays
Write Your 7 Plays on a Piece of Paper and Bring Them to the Game (Negotiation). Follow the Plays Closely!
Now you have it: your 5-Part Plan to give you a place to start. It will allow you to build a clear and compelling case before the negotiation process begins. You know what situations to avoid and how to avoid them. In addition you know what to do when faced with a tough negotiator. Last but not least, you have 7 winning game plays that top negotiators use to tip the odds in their favor. And, of course, this is all connected and leveraged through the 8 influencing principles you use in every sales call.
Copyright 2017 Paul Kidston