| How
to Master Price Negotiations for Sales Professionals
 Price
Negotiations Strategy
A favorable price is determined by three factors: who knows
what, when they know it, and what it means. It is not determined
by clever words, logic, or arguments.
Two
Heads, Not One
You must discover and pay close attention to what is going on
in the other person's head . . . as well as what's going on
in your head.
Price
& Costs
People equate price with dollars, costs are a lot more complicated.
Fewer
Arguments, More Questions
Price negotiations are not determined by the strength of one's
arguments, but by research and a well prepared sequence of probing
questions.
Frame Your Price
People classify information by comparison. Therefore, create
the frame of reference you want them to use.
Un-Bundle
Your Price
Let them see, understand, and appreciate all of the value inside
your un-bundled price.
Prices are set by negotiation; they can be changed by negotiation.
David Palmer, PhDdevelops and delivers negotiation and management
programs for companies from Nike to Hewlett-Packard and IBM.
A Fortune 100 company required his training for all its buyers
worldwide. He is a CPA, MBA, and PhD, designs and delivers negotiations
workshops throughout the world, and teaches in Santa Clara University's
MBA program.
70 Minutes
CD -
$37.00 ( 1.0 lb)
Digital Download - MP3 Audio File - $25.00
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