Negotiating Tips

Negotiating Tips

By Nancy Friedman, Keynote Speaker; Customer Service Expert; President, Telephone Doctor Customer Service Training EARLY TIP: Beware of customers who ask for “ballpark prices” unless you’re selling automobiles or houses. Most prices are firm. Try going into Macy’s and asking for the “ball park price” on the product you’re holding. There’s a price tag on the item and it’s not a ball park price! It’s THE price. Or try asking the server in a nice restaurant for the “ball park price” on the steak. Or your insurance agent on the new policy you’re buying, etc., etc. Not gonna happen. You get the picture. But there are ways to negotiate prices. Here are only a few negotiating tips:  Best not to start off with the price right off the bat. Put price in the bottom righthand drawer. Often a price cut will get the salesperson more excited than the prospect. You may think going in with a lower price will make the prospect grateful and give you an easy ‘go’ right away. It usually won’t. If they take your offer of the lower price, that indicates they might have taken it at the rate card price which is where you SHOULD be quoting

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8 Tips to Help You Negotiate Better

8 Tips to Help You Negotiate Better

By Nancy Friedman, Customer Service Keynote Speaker; President, Telephone Doctor Customer Service Training Everyone negotiates – sometime, somewhere, somehow. From telling the kids, “After you eat your dinner, then you can go play” to the highest business deal out there. Negotiation is real. And many times, done without knowing it. Those that have a few tips in their back pocket when negotiating have a better chance to move the ball into their court. Here are a few tips from our back pocket. Enjoy and share. 1. When negotiating price, never discount the price right off the bat. Often a price cut will get the salesperson more excited than the prospect. You may think going in with a lower price will make the prospect grateful and give you an easy ‘go’ right away. It usually won’t. If they take your offer of the lower price, that indicates they might have taken it at the rate card price which is where you SHOULD be quoting from the beginning. 2. When you talk price, be strong and confident. A weak or hesitant delivery makes the salesperson sound soft. Then the price sounds soft and thereby invites a lower offer. 3. Delay giving concessions until the end

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Negotiation Cliff Notes for Those in a Hurry

By Nancy Friedman, Keynote Speaker, Customer Service & Communications Expert, President – Telephone Doctor Customer Service Training   Those of us who negotiate normally want short, quick tips to help us. So here are some Cliff Notes to help you in those daily negotiations. And let’s face it, we are always negotiating. Family, business, you name it. I’ve even negotiated with a waitress. Long story. I’ll hold it for another time. But it was negotiating. So here are 8 tips to hang on your wall: 1.      Don’t discount a price right off the bat. 2.      Be strong and confident about your product and price. Your opponent will be seeking price concessions if your delivery is weak. 3.      Delay giving concessions until the end of the conversation. See point 8 below. 4.      Have a “nice” way to reject an offer. There are always feelings involved. 5.      Never underestimate your strength in a negotiation. Your opponent won’t. 6.      Negotiations begin at the beginning of the conversation. From hello on forward. 7.      Avoid ”goodwill” conceding. (i.e., Don’t give things away because ‘the opponent is so nice.’) 8.      When you GIVE something, be sure you GET something back in return. An order? A larger order? A

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Are Negotiation Skills a Lost Art?

by Nancy Friedman the Telephone Doctor If you ever trained a puppy, you learned how to negotiate. “SIT!” “Good boy.” “Here’s a treat.” That’s negotiation.  We negotiate with our KIDS every day. “If /when you finish your veggies, you can have the ice cream.” That’s negotiation.  And what about our spouses? “Honey, if I go out to the paint store and pick up the paint, will you paint the kitchen?” That’s negotiation.  Point being while negotiation is thought of as a SALES SKILL, it really is an everyday life skill we use a lot more than we realize.  There are some areas that are non-negotiable. For example, try getting a discount at a department store. Unless it’s on sale, the price is the price. In some industries, negotiation is the norm – real estate for example.  What about a car? It’s a known fact there’s a window sticker price and the price that you pay; a negotiated price.  That’s an ‘up front’ negotiation. It’s expected. And sometimes it doesn’t go well. One side won’t budge or won’t negotiate to your satisfaction, so someone loses. Usually both parties.  For negotiation to be successful, both parties need to feel good at the

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