Analyze the powerful buying center
Be sure to find out who will be present on the client side during the final interview. Which contacts, from which departments and above all in which functions. The hierarchy is significant and shows the importance that the "other side" gives to the conversation.
Now find out if this appointment will make a final purchase decision. This is strategically important for your further procedure! Prepare a conversation partner-oriented line of reasoning.
Exit Prepare for negotiations
Sellers have to set a precise limit in advance, to which they are willing to go at your trial! The point from which they say, "Here I am breaking off the negotiation," must be precise in their minds.
Otherwise, there is a danger that they will be carried away by the burning desire to complete the business, at a loss for them Company to accept.
Tension field final negotiation
When salespeople hear the question "What is your last price?" In the negotiation situation, this is in itself the signal that the customer wants to buy now. But if one has received an evasive answer to the previously asked question as to whether the purchase decision can be made on that day, sellers may under no circumstances name their last price.
It can be a mere testing, or this price info is used to negotiate with the competition. Sellers must now clearly clarify whether a decision can now fall or not. If it is clear that a decision is not possible on this day, or if the limit of the exit sum is reached in the further discussions, sellers have only one option:
Abort from reason
The immediate exit from the negotiation. Here it can happen that the buyer-squad restrains the seller and now begins to make concessions. If this is not the case, it was never planned to do the job with this provider at that moment anyway.
Nevertheless, sellers who break off now win because they have successfully prevented accepting an unprofitable order for their company. You also demonstrated stability to your negotiating partners, creating an excellent negotiation reputation for future discussions with this company.
In triumph on the top of the stairs
The situation is different if an affirmative answer is given to the question of whether the transaction can be concluded on this day. Now it is the task of a successful seller to negotiate the best price for him within his predetermined range.
The higher he can stay within this framework, the higher the profit for his company. Even if, due to the great negotiating skills of his negotiating partners, he has to face the lowest limit of the bandwidth, he knows due to his meticulous preparation that the order is economically positive. Here, the exact preparation and calculation of the exit scenario is definitely paid off.
If you walk through all 5 stages intensively, you have arrived at the end of the negotiation marathon and you will be on the top step of the price negotiating stage!
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