Bingo! We just lost control because whoever talks first loses…
… up-selling is a detestable word, while up-serving is the key to success! What’s the difference?
…the internet has changed our lives. Customers have become experts over night…
Negotiation is power perceived but not necessarily used. Negotiating is all about assessing where the power lies. With negotiation, advantage comes of either convincing others of your power or properly reacting to power on the other side of the negotiation. Negotiation requires determination and skills. One of those skills is understanding “where power lies and […]
Selling your products and services to customers involves negotiation. Speaking the buyer’s language will enhance your success. To do so, we must understand the buyer’s concept of Total Cost of Ownership (TCO). It says that a buyer will pay a higher price if it buys a lower TCO. I highly recommend a book written by […]
When it comes to negotiating you always have a choice to enter into it or walk away. The most important point to assess when considering a negotiation is who has the advantage when it comes to “power”. We need to assess power before we move forward and once we do we need to find out […]
Robert Menard’s book “You’re the Buyer-You Negotiate it” does an excellent job assessing the characteristics of the four personalities as it relates to their negotiating style. Robert uses a model which expresses their styles in terms of Analytical, Amiable, Practical and Extravert which nicely correlates to our model of Green, Blue, Gold and Orange. The […]
Before we enter a negotiation we need to have a strategy. In other words, what is the outcome we want to achieve? I’d like to refer back to my friend Robert Menard who is the author of You’re the Buyer-You Negotiate it! Robert brings up three very relevant points you need to consider: 1. Where […]