When negotiating through a prospect's objections it's important to keep things supportive and positive. If things become adversarial or argumentative, the only result will be a greater resolution by the prospect NOT to buy. Try these verbal techniques to keep your negotiation amicable and effective.
* Take the blame - "I am sorry that I failed to make my point clear . . ."
* Make a concession - "You are quite right that it may seem to be too much at first. However, when you consider . . ."
* By saying that others feel the same way - "Joe Smith at Acme manufacturing said the same thing at first, however after he found out about. . . "
* Pay tribute to their idea - "I know that you have the interests of your company at heart.”
-Jim
© 2009 Successco
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