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Three Rules Of Negotiation – August 18, 2014

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The goal of negotiating is to continue doing business by conferring with another to arrive at an agreement. Negotiation, like other sales skills, takes training and practice. While there are many books about negotiation skills, Promotional Consultant Today narrows all of this advice down to these three simple negotiation rules, as identified by sales coach Grant Cardone.

1. Always start the negotiations. You must initiate the process because whoever controls the start of the negotiations tends to control where they end. If you let the other party start negotiations, you will be constantly giving up control, often without even realizing it. For instance, when you ask someone what his project budget is, you are allowing him to start the negotiations. You will then spend your time chasing his number rather than finding the best solution.

When I sit down to work out an agreement on the numbers involved in the decision, I will even interrupt to prevent the other side from controlling the starting point … that is how important starting the transaction is.

2. Always negotiate in writing. Don’t discuss the agreement then work out the terms on paper at a later time. This adds unnecessary time to the transaction. From the first moment of discussion with the client, begin to build your written agreement. Refer to the document that is being created in front of the client. It includes all the points of agreement and becomes real to the prospective customer. If you build your written agreement as you negotiate, you are prepared to ask for a signature the moment the decision to buy is made.

3. Always stay cool. The negotiation table can be loaded with agendas, egos and emotions. When the rest of the room gets emotional, stay cool and use logic to negotiate and close.

Source: Grant Cardone is an international sales expert, New York Times best-selling author and radio show host of The Cardone Zone. He has shared his sales and business expertise as a motivational speaker and author of five books: Sell to Survive; The Closers Survival Guide; If You’re Not First, You’re Last; The 10X Rule; and Sell or Be Sold.

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