Negotiating tips: The competition

Negotiating tips: The competition

It’s hard to get away from your competition. Clients will ‘thrust’ them in your face, telling you how great they are, how cheap they are, and how they’ll do what you won’t. All you need to remember is this one thing: If a client goes to the trouble of telling you about the competition’s strengths, they probably want to buy from you. After all why else would they bother? If they wanted to buy from the opposition, they would just do it (especially if the … read more
Negotiating tips: risk reduction

Negotiating tips: risk reduction

Most people live in a state of damage control. They go through life trying to ‘minimise’ the dangers when they really should be trying to ‘maximise’ the opportunities. This natural negativity is demonstrated differently in buyers and sellers. In sellers you will see an attitude of ‘it’s better to get less than lose the sale’. The salesperson will settle, discount, pitch low and backdown in order to get the sale. Sellers who live in a state of &ls … read more
Negotiating tips: gambling

Negotiating tips: gambling

One of the most underrated skills in negotiating is gambling. There's no reward without risk. The strongest position to negotiate from is one where you don't care if you get the deal or not. This gives the person on the other side of the table little or no power over you. Unfortunately most of us can't afford to be this cavalier as the deal is nearly always important, if not vital, to us. As such the art of gambling can be difficult to master, but it's still a powerful tool for any good … read more
Negotiating tips: The power of time

Negotiating tips: The power of time

Another of the key powers in negotiating is time. Basic rule is this: you rush you'll get less. This 'power' is probably more relevant and important nowadays than ever before. How often have you heard people remark about the speed of life nowadays? With everyone in such a rush it's very easy to find yourself trying to tie up one deal so you can get to the next one. Over my career it has been a constant challenge to get salespeople to stop rushing. To focus on the sale in front of them, n … read more