Description
How to Master Price Negotiation for Sales Professionals
- Can you benefit from the best negotiating skills?
- Are you up to date on negotiating techniques?
- Are you good at sales negotiating?
In this insightful program, you will learn to recognize negotiation tactics used against you and learn the best ideas from David Palmer’s popular negotiation seminar.
- Price Negotiations Strategy
A favorable price is determined by three factors: who knows what, when they know it, and what it means. It is not determined by clever words, logic, or arguments. - Two Heads, Not One
You must discover and pay close attention to what is going on in the other person’s head . . . as well as what’s going on in your head. - Price & Costs
People equate price with dollars, costs are a lot more complicated. - Fewer Arguments, More Questions
Price negotiations are not determined by the strength of one’s arguments, but by research and a well prepared sequence of probing questions. - Frame Your Price
People classify information by comparison. Therefore, create the frame of reference you want them to use. - Un-Bundle Your Price
Let them see, understand, and appreciate all of the value inside your un-bundled price.
Prices are set by negotiation; they can be changed by negotiation.
