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Sales Negotiation

via LinkedIn Learning

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Overview

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Best-selling author and sales coach Lisa Earle McLeod explains what makes sales negotiations different and how to negotiate deals that stick.

Syllabus

Introduction

Why sales negotiations are different

1. Why Compromise Doesn't Work and What to Do Instead

The false assumption behind compromise
How to start a negotiation with noble purpose
Why uncertainty is your ally
The three kinds of negotiations
When to negotiate and when not to
Four reasons deals fall apart

2. How to Outsmart Negotiation 101

How to tell the difference between a buyer and negotiator
Negotiation in action: Discussing price without value
Negotiation in action: Belittling value to reduce price
Negotiation in action: Inserting the boss at the last minute

3. Negotiations That Stick

When to use your boss and when to ask for their boss
How to diffuse anger without giving away the store
What to do when your buyer has the Internet in their hand
How to negotiate via email
How late is too late to negotiate?

Taught by

Lisa Earle McLeod

Reviews

4.7 rating at LinkedIn Learning based on 3040 ratings

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