PRINCIPLES OF
NEGOTIATION
Negotiating Tactics
o
Probing Questions
o
Restatement of what
the prospect has said
o
o
o
Trial Balloons
even after need discovery.
Many objections are a request for
information
Shows that you are listening
Gives you time to think
a "what if" question that assumes that the
prospect has made the decision
Tactics that Might Be Used Against You
o
request for additional freebies after the
agreement has been made
o
"Limited budget"
Test the validity of the budget
Nibbling
Hot Potato
o
o
Higher Authority
o
Talk it over with the "boss"
You did not qualify this prospect
Bad Guy, Good Guy
o
physically grimacing when price is
mentioned
o
prospect says something is not negotiable
when in fact it is
Avoid through needs discovery and active
listening
Flinching
Red Herring
or Decoy
o