"How to get what you want from anyone
by...Negotiating Without Giving Up
One-Red Cent Of Your Hard-Earned Money"
by Peter Wink
You may not believe it, but people are interested in negotiating
on issues other than just price. It's true-money is just one aspect
Too many people are under the impression that all that counts
during a negotiation is price. This is false information given
by people who haven't truly played the negotiating game.
Think of it this way - If the statement held true that "money
is the most important element of the buying decision", we
wouldn't have a market for stores such as Bloomingdale's, Neiman
Marcus, Lord & Taylor, Nordstrom or Gucci. We never would
sell a Rolls Royce, Ferrari, or Lotus. Nobody would be paying
premium prices for any goods and services. But they do!
In this brief issue of "Ask the Expert", I'm going
to give you 5 things you can offer at the negotiating table, using
no-money out of your pocket, and still get what you want.
Let's get to it:
1. Assembly - A great deal of companies sell
products that require assembly. Examples are model cars, playground
equipment, and gazebos. Do your competitors offer to come and
put it together or set it up for free? If you do - tell your prospect.
This is a great negotiating gambit.
2. Credit - America is the credit capital of
the world! That's why our personal credit is one of the most valuable
assets that we possess living in America. So in turn, people and
businesses want to use it more than ever. Therefore, to be competitive,
you not only need to offer it - you need to have a better credit
policy to offer the "other side."
Consider the following questions relating to credit:
Can the "other side" make longer payments?
Do you accept all major credit cards?
Do you take both personal and business checks?
Can they defer their first payment for a couple of months?
Do you offer in-house credit?
Can they pay with a smaller down payment than your competitors
All of the previously given examples will make you stand out
from the competition.
3. Delivery - Quite a few product distributors
and manufacturers offer delivery.
Consider the following questions relating to delivery:
What are your competitors offering?
How will you stand out when negotiating with your prospect?
Will you offer free delivery?
Next-day or second day delivery?
How about same day delivery?
Whatever the competition offers, you must go the extra mile for
your customers and remind them you that did!
4. Expertise - Most people want to purchase
from a salesperson that possess uncommon expertise. If you're
trying to sell someone a Rolls Royce automobile at a premium price,
you'd better know the car inside and out. You must know the all
of the features, including options, fabrics, paint, history, and
everything else that differentiates it from competitors like Maserati,
Ferrari, or Lamborghini. Negotiate on the merits of these unique
features-then sell them on the benefits!
5. Guarantee - Everyone these days, not only
wants, but also expects a rock-solid, ironclad guarantee that
you'll refund money on products and services if they're not satisfied.
How can you differentiate yourself from the crowd?
Consider the following questions relating to guarantees:
Can you offer an unconditional guarantee?
If someone isn't satisfied with the quality of your product or
service, can you offer a no-questions-asked refund guarantee?
Do you offer lifetime guarantees?
The point is that when you're negotiating similar products, you
need to have a better than expected guarantee. This is a great
6. Warranty - To survive in business and have
an advantage during negotiations, you must carry warranties on
all of your products. And if they break down, you not only have
to replace the faulty product, you must do it quickly.
Consider the following questions relating to warranties:
Will you pick up the faulty product and deliver a new one the
Do you fix the product at the customer's home or business?
Will you fix it the same day?
Is the product fixed at your office or at least locally?
Do you have lifetime warranties?
These are very important considerations when you try to base
your negotiation on a better than average warranty.
By implementing the practices listed above, you'll win more negotiations
and increase your sales. You'll also obtain and keep more customers.
By offering these options, you'll stand out amongst all your competitors.
Therefore, 80% of your negotiating task is already done. The key
is that you have to tell your customer how you're different from
your competitors and never offer them more money! Remind them
over and over. Educate them over and over. And most important,
if you say that you'll do something - DO IT - OR YOUR COMPETITORS
To learn all about negotiating from A-Z, you can get a copy of
my best selling book called "Negotiate
Your Way to Riches".
Thanks for joining me today and good luck in every negotiation!
This information is an excerpt from Peter Wink's A-Z
guide to deal making and negotiation skills called "Negotiate
Your Way to Riches". It'll teach you 36 ethical and 5
unethical negotiating strategies, how to gather inside information
about companies, trust and confidence-building techniques, communication
strategies, conflict management techniques, people skills, 11
characteristics of all successful negotiators, how to use power
and leverage, skills to successful salary negotiation, and so
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