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You
are about to go into an important sales negotiation. You have done your
homework, you have a plan and a strategy. But now you are face to face
with the buyer. What should you say, when should you say it, how should
you say it?
You will find the answers in
the
Master Sales Negotiator Dialogue Guide
In my sales negotiation training programs, salespeople
often
ask me how would you say that to a customer? Over the years, Ive developed
hundreds of scripts you can use when youre actually talking to and negotiating
with your customer. Ive collected them all here in this incredible
book. You get 120
pages of what to say, when to say it, and how to say it for every conceivable
negotiation situation.
Browse through the Table of Contents. Click
on the links to see samples of some of the dialogues and scripts in that
section.
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Table of Contents
Introduction
Part I - Core Concepts - What Is Really Going on Behind the Scenes
The Settlement Range
The Least Acceptable Settlement
The LAS in a Competitive Environment
The Maximum Supportable Position
The Negotiation Cycle
Part II - Conducting the Negotiation - Building the Base
Gathering Information
The Four Primary Sources for
Gathering Information
Gathering Information
Objection Questions
Going Fishing
Challenging and/or Stroking the
Other Party's Expertise
Asking Why
What If Questions
Playing Dumb /Getting the Other
Party to Be Your Mentor
Silence
Information to Not Blab
Timing
Setting Expectations and Managing Their Perceptions of Your Least
Acceptable Settlement
Setting Expectations
Managing Their Perceptions of Your
Least Acceptable Settlement
Building Relationships
Part III - Conducting the Negotiation - Tactics and Strategies
Introduction
Where to Negotiate and How to Set the Stage
Setting Ground Rules
Silence
Anger
Caucuses
Patience
Emotions
Strawman
Authority Limits
Policy and Resource Limits
Bluffing
Speed up
Delay
Mind Tricks
Change the Negotiator
Telephone Negotiations
Unpredictability
Good Guy - Bad Guy
Signaling
Asymmetrical Trades
Linkage and Separation
Fair and Logical
Playing from the Weak Position
Walkout
Part IV - Conducting the Negotiation - Going for the Close
Win/Win Outcomes - Myths and Realities
Concessions - Concepts, Tactics and Strategies
Bidding Against Yourself
Yes If...
Justify Concessions
Concession Patterns
Split the Difference
LAS Magnet
Silence
Closing the Deal
Building Momentum
Hovering Pen
and the Nibble
Final Offer
Face Saving
Part V - Putting it All Together - How to Say it in Typical Business
Negotiations
Sales Negotiations
Problem Solving Negotiations
Negotiations from the Purchasing Perspective
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Your investment is only $37.95.
DON'T BUY THIS E-BOOK if you are planning
to purchase the
Master Sales
Negotiator Audio/Video Program!
The Master Sales Negotiator Dialogue Guide is included as a FREE BONUS
with
that program.
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IRON-CLAD, THREE MONTH
MONEY-BACK GUARANTEE
Take up to three months to examine and use the information, tips and techniques
in The Master Sales Negotiator Dialogue Guide.
If for any reason you dont find yourself thrilled, I insist that you send me an
e-mail for a prompt 100% refund of your money. No questions. No hassles. You
have absolutely no risk
only the opportunity dramatically improve your
negotiation skills.
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