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Most people think of sales only in term of exchanging some product/service for money. It is not. One of the most important aspect of sales is negotiation, where the buyer and seller try to agree on the optimal price at which a product/service is worth exchanging;...
2/...for some products this price can be zero or even negative! Learning how to negotiate will unlock sales potential for a lot of people.
Some years ago, I read a masterpiece in the art of negotiation called "Never split the difference".
Some years ago, I read a masterpiece in the art of negotiation called "Never split the difference".
3/ This book opened my eyes on how to leverage key techniques in ensuring successful negotiations. The techniques are broadly group into these:
(1) Building TRUST through empathy, active listening and mirroring the other's nuances build rapport.
(1) Building TRUST through empathy, active listening and mirroring the other's nuances build rapport.
4/
(2) Seeking to INFLUENCE instead of to persuade.
Practical application of the techniques in this book can seem quite strange at first (for example, you'll learn how to offer to sell a car for $4712.52 instead of $4700 or $4800),
(2) Seeking to INFLUENCE instead of to persuade.
Practical application of the techniques in this book can seem quite strange at first (for example, you'll learn how to offer to sell a car for $4712.52 instead of $4700 or $4800),
...but my experience applying them and teaching others how to apply them has been nothing but remarkable. In short, if you want to be better at sales read "Never split the difference".
