30 Minutes to President's Club | No-Nonsense Sales

#2 - Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)

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May 12, 2020
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Mark Raffan
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ADVICE

Reverse-Engineer The No

  • Reverse-engineer the no by phrasing questions so the expected 'no' is positive.
  • Ask 'Did I catch you at a bad time?' instead of 'Is now a good time?'.
ADVICE

Use Mirroring To Build Trust

  • Mirror your counterpart's vocal and nonverbal cues to build rapport and trust.
  • Use mirroring to make them feel comfortable before pushing commercial points.
ADVICE

Anchor High And Use Brackets

  • Anchor high and ask for more than you expect to get to shape the buyer's reference point.
  • Use bracketing to set an initial price above market when justified, giving room to concede.
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