Review, key Idieas of Stephan Schiffman – Negotiation Techniques book

1. Nobody was borne with a negotiation gene, so you must learn it
2. Define what is winning means to you and for your client.
2. Believe in yourself and in what you’re selling
3. Listen to the client
4. Gather information about the prospect, never get assumptions about what your customer wants. Investigate, ask questions.
5. Be creative
6. To be a successful negotiator, you have to use a variety of tactics and strategies.
7. Always do your best to win the customer’s hearts and minds. The essence of the negotiation is relationships.
8. Know your product in details
9. The more complicated the deal, the more closely you and your client have to work together.
10. The more you believe in what you’re selling, the better you’ll be at it. T

Don’t do discounts without getting something back. By giving discounts without any reciprocity you are diminishing the value of your product and destroying the company’s profits.
Price is not always is a key value to the customer. Always investigate about that other needs.

People buying things for different reasons let’s say someone is buying dog food for different reasons.

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