Investor Due Dilligence

In the face of more professional and demanding buyers, salespeople need to become increasingly  adept in negotiating more profitable deals and supply arrangements.

Selling revolves around one key concept – persuasion. Even the concept of consultative selling, (one party understanding the other party’s needs and then tailoring their proposal), hinges on that party persuading the other party to accept their point of view.

Success will usually only be achieved when one person abandons their point of view in favour of the other.

Negotiating offers more scope for manoeuvrability and creativity. Negotiating can be looked at as a problem solving process in which the needs of both parties will be in part accommodated in the outcome. The ability of skilled negotiators is in finding a win/win resolution where both parties improve their overall position. (Don’t cut the cake up – bake a larger one.)

 

  • Introduction
  • Negotiation Strategies – The 3 P’s – Power, Persuasion, Problem Solving
  • Preparation
  • The Negotiation Zone
  • Opening Position
  • The Bargaining Process
  • Closing
 

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Selling revolves around one key concept – persuasion. Negotiating can be looked at as a problem solving process in which the needs of both parties will be in part accommodated in the outcome.

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