NEGOTIATION

You have done the hard work by getting in front of the prospect but shortly after you start your pitch you are hit with the dreaded question;

How much is it?



It is tempting to give a price, and if your working with a seasoned buyer they will even bate you with just a ballpark price guide will do. The main reason the buyer moves straight to the question is that there has been little value established into the benefits it will bring the buyer. The buying journey should be one of listening to what the prospect wants and then incorporate that into the offering that you propose to them.

​

Negotiation should not be about winning, it should be a win-win for both parties. You may win the sale because the customer is stuck and needs to make a purchase but if they have not had a positive buying experience the ability to retain them as a client will be difficult.

​

We teach you to understand by asking what is important to the prospect, what are their pain points and how can you help them get what they want. We review real-life buying experiences and mix that with lessons learned from police hostage negotiation to show how tonality, posture and being relatable all help in building trust and moving the prospect to a customer.

​