30 Minutes to President's Club | No-Nonsense Sales #2 - Negotiating against the master (Mark Raffan, Host @ Negotiations Ninja Podcast)
15 snips
May 12, 2020 AI Snips
Chapters
Transcript
Episode notes
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?'.
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.
Know Needs Versus Wants
- Prepare by defining what you need versus what you want before negotiating.
- Also hypothesize the counterpart's needs and wants and validate them with open questions.