Overview
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Best-selling author and sales coach Lisa Earle McLeod explains what makes sales negotiations different and how to negotiate deals that stick.
Syllabus
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Introduction
- Why sales negotiations are different
- The false assumption behind compromise
- How to start a negotiation with noble purpose
- Why uncertainty is your ally
- The three kinds of negotiations
- When to negotiate and when not to
- Four reasons deals fall apart
- How to tell the difference between a buyer and negotiator
- Negotiation in action: Discussing price without value
- Negotiation in action: Belittling value to reduce price
- Negotiation in action: Inserting the boss at the last minute
- When to use your boss and when to ask for their boss
- How to diffuse anger without giving away the store
- What to do when your buyer has the Internet in their hand
- How to negotiate via email
- How late is too late to negotiate?
