RULES OF NEGOTIATION IN ECAR SALES TRAINING


  • Never initiate negotiations by asking the Buyer what it will take to do business.
  • Always start negotiations by making a proposal.
  • Never ask the Buyer if he/she will do business if figures are right.
  • Always assume ownership and enter negotiations with the attitude of agreement.
  • Never let Buyer start negotiations by telling you what it will take to do business.
  • Always encourage the Buyer to keep that information to him or herself.
  • Never make an excuse for not entering into negotiations.
  • Always (100%) enter into negotiation stage.
  • Never start negotiations verbally.
  • Always use write up sheet/Buyer's Agreement and write all proposals.
  • Never start with discounted price or reduced price.
  • Always start negotiations with suggested price or more.
  • Never move first after initiating proposal.
  • AIways start negotiations by introducing add-ons.
  • Never over react or take objection personally.
  • Always wait for reaction/feedback to first proposal.
  • Never let negotiations cease due to belief that Buyer's offer will be rejected.
  • Always use objection as a reason to move toward closure. Always write the Buyer at some figure.
  • Never open negotiation without protecting negotiations from being taken personally.
  • Always establish the rules for negotiating by agreeing to disagree-focus on agreeing.
  • Never assume that you know what the Buyer wants and needs.
  • Always structure negotiations so that Buyer can pick what fits and doesn't fit.


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