Upload
managing-partner-3xc-global-partners-darori-capital-luxemborg-start-up-nation-icritical-canvas
View
194
Download
0
Tags:
Embed Size (px)
Citation preview
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Presented by:Presented by:
Competitive Edge PresentsCompetitive Edge Presents
Orvel Ray Wilson, CSPSr. PartnerTHE GUERRILLA GROUPinc
Orvel Ray Wilson, CSPSr. PartnerTHE GUERRILLA GROUPinc
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
It’s a Jungle Out There!It’s a Jungle Out There!Economic UncertaintyEconomic Uncertainty
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
It’s a Jungle Out There!It’s a Jungle Out There!Economic Uncertainty
Further Cutbacks
Economic Uncertainty
Further Cutbacks
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
It’s a Jungle Out There!It’s a Jungle Out There!Economic Uncertainty
Further Cutbacks
Demanding Customers
Economic Uncertainty
Further Cutbacks
Demanding Customers
More More More
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
It’s a Jungle Out There!It’s a Jungle Out There!Economic UncertaintyFurther CutbacksDemanding CustomersPressure on Prices and Margins
Economic UncertaintyFurther CutbacksDemanding CustomersPressure on Prices and Margins
Slowly but Surely
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
What do we Mean by “Guerrilla”?What do we Mean by “Guerrilla”?
The most successful marketing series in history:
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
TimeTime4 to 1
Golden Selling Hour
Don’t waste a lunch
Make one more stop
4 to 1
Golden Selling Hour
Don’t waste a lunch
Make one more stop
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
EnergyEnergy–Eat Right
–20 Minutes a Day
–Time Out
–Reward Yourself
–Eat Right
–20 Minutes a Day
–Time Out
–Reward Yourself
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
ImaginationImaginationThink Big
Think Small
Visualize Success
Idea-of-the-Week Book
Think Big
Think Small
Visualize Success
Idea-of-the-Week Book
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Guerrilla’s Secret WeaponsGuerrilla’s Secret WeaponsInformation–Industry research
–Competitive Recon
–Customer feedback
Information–Industry research
–Competitive Recon
–Customer feedback
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Build Your Own SurveyBuild Your Own SurveyLimit 1
Limit 10
No Fill in the __________
Fax (or e-mail) Back
Share the Results
Limit 1
Limit 10
No Fill in the __________
Fax (or e-mail) Back
Share the Results
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Guerrilla’s Secret WeaponsGuerrilla’s Secret WeaponsSurprise–Do the Unexpected
–Tell the Truth
–Personalize Everything
Surprise–Do the Unexpected
–Tell the Truth
–Personalize Everything
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
10 Strategies to Increase Your Sales Immediately
10 Strategies to Increase Your Sales Immediately
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
1. Investment1. InvestmentThe Law of The Slight Edge: “The difference between a champion and an also-ran, more often than not, is a very slim margin.”
The Law of The Slight Edge: “The difference between a champion and an also-ran, more often than not, is a very slim margin.”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
1. Investment (cont.)1. Investment (cont.)
People
Technology
Yourself
People
Technology
Yourself
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Invest in PeopleInvest in PeopleHire first for Attitude–Jack Welsh 20/70/10
Train ConstantlyResource CenterOutside SeminarsOutside Expertise
Hire first for Attitude–Jack Welsh 20/70/10
Train ConstantlyResource CenterOutside SeminarsOutside Expertise
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Invest in TechnologyInvest in TechnologyDigital CameraWireless POSE-mailWeb siteSocial Media
Digital CameraWireless POSE-mailWeb siteSocial Media
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Invest in YourselfInvest in YourselfJoin Professional Groups
Master Mind
Build Your Library
Study the Masters
Join Professional Groups
Master Mind
Build Your Library
Study the Masters
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Invest in YourselfInvest in YourselfBrowse to:
www.GuerrillaGroup.com
Mouse over “Press Room” then click on “Competitive Edge”
Browse to:www.GuerrillaGroup.com
Mouse over “Press Room” then click on “Competitive Edge”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
2. Consistent2. Consistent“Poor selling done consistently will be more effective than great selling done sporadically.”
Consistency is interpreted as longevity, credibility, and trust.
“Poor selling done consistently will be more effective than great selling done sporadically.”
Consistency is interpreted as longevity, credibility, and trust.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Why Customers Quit:Why Customers Quit:15% quit for quality - found better
product
15% quit for price - found cheaper product
20% quit for lack of contact or individual-
ized attention
15% quit for quality - found better product
15% quit for price - found cheaper product
20% quit for lack of contact or individual-
ized attentionForum Corporation study of commercial customerslost by 14 major manufacturing and service companies.Forum Corporation study of commercial customerslost by 14 major manufacturing and service companies.
He’s on another line
“He’s on another line at the moment, would you like to hold?”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
3. Confident3. Confident“Guerrillas believe in their products and their people.”“Guerrillas believe in their products and their people.”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Why Customers Buy:Why Customers Buy:
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Why Customers Buy:Why Customers Buy:ConfidenceQualityServiceSelectionPrice
ConfidenceQualityServiceSelectionPrice
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Why Customers Buy:Why Customers Buy:ConfidenceQualityServiceSelectionPrice
ConfidenceQualityServiceSelectionPrice
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Why Customers Buy:Why Customers Buy:1. Confidence2. Quality3. Service4. Selection5. Price
1. Confidence2. Quality3. Service4. Selection5. Price
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
“I’ll tell you why I don’t trust him.It’s that damn sheepskin vest.”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
3. Confident (cont..)3. Confident (cont..)
Expect the Sale
Collect Testimonials
Don’t play price games.
Expect the Sale
Collect Testimonials
Don’t play price games.
Low Bidder
“How did I go broke? I was the low bid!”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
3. Confident (cont..)3. Confident (cont..)
Guarantee Everything–No longer a differentiator
–Sunshine Trash Service
Double your Price
Guarantee Everything–No longer a differentiator
–Sunshine Trash Service
Double your Price
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Don’t Wave a White FlagDon’t Wave a White Flag
“The best I can do is…”
“If you compare…”
“I’ve cleared my afternoon for you…”
“The best I can do is…”
“If you compare…”
“I’ve cleared my afternoon for you…”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Speaking of Prices…Speaking of Prices…
94% of sales people won’t bring up price63% of sales people volunteer to cut the price, without being asked!What time is it?
94% of sales people won’t bring up price63% of sales people volunteer to cut the price, without being asked!What time is it?
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
What to say when you're asked to cut your price:What to say when you're asked to cut your price:
“I RILLY wish I could, but. . .
“What do I tell my next customer?”
“It’s a lot like buying oats.”
“Why are you so much more expensive than (the competition)?”
“I RILLY wish I could, but. . .
“What do I tell my next customer?”
“It’s a lot like buying oats.”
“Why are you so much more expensive than (the competition)?”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Why you don't want price shoppers as customersWhy you don't want price shoppers as customers
They gobble up your capacity–If you cut your price by 10%,
you have to increase your volume by40% just to make up the difference.
You establish a precedent
They gobble up your capacity–If you cut your price by 10%,
you have to increase your volume by40% just to make up the difference.
You establish a precedent
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Why you don't want price shoppers as customers:Why you don't want price shoppers as customers:
They’re less discerningThey’re more demandingThey’re often disloyalNobody ever gets fired for paying too much.
They’re less discerningThey’re more demandingThey’re often disloyalNobody ever gets fired for paying too much.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
4. Patient4. Patient
Fine-tuning your knowledge and skills takes time.
Fine-tuning your knowledge and skills takes time.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Gretsch kitGretsch kit
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
1 2 3 4 5 6 7 89
Number of ImpressionsNumber of Impressions
TotalApathy
TotalApathy
Purchase ReadinessPurchase Readiness
Prospect Learning CurveProspect Learning Curve
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Don’t Quit Don’t Quit 48% quit after the first contact20% quit after the second contact7% quit after the third contact5% quit after the fourth contact4% quit after the fifth contact
Yet 80% close AFTER the sixth call
48% quit after the first contact20% quit after the second contact7% quit after the third contact5% quit after the fourth contact4% quit after the fifth contact
Yet 80% close AFTER the sixth call
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
5. Assortment5. Assortment“The more products and services you offer, the greater the constituency of customers you can serve.”
“The more products and services you offer, the greater the constituency of customers you can serve.”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
0
2000
4000
6000
8000
10000
12000
14000
$1 $10 $50 $250 $1,000
Units
Move Them Up the CurveMove Them Up the Curve–Fill the Curve
–Show the Best First
–Opportunities to Upgrade
–Fill the Curve
–Show the Best First
–Opportunities to Upgrade
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers60%
Universe10%
Prospects30%
6. Subsequent6. Subsequent“Guerrillas wage their marketing campaign simultaneously on three fronts.”
“Guerrillas wage their marketing campaign simultaneously on three fronts.”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Lifetime Customer Value Lifetime Customer Value Average cost of an industrial sales call: $150.00
It takes AT LEAST nine impressions to create a new customer.Acquisition cost of a new customer:
$1,350.00
Average cost of an industrial sales call: $150.00
It takes AT LEAST nine impressions to create a new customer.Acquisition cost of a new customer:
$1,350.00
Mail Advertising Services Association MASAMail Advertising Services Association MASA
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
6. Subsequent (cont..)6. Subsequent (cont..)
“It takes 11 positive impressions to overcome a single negative impression.”–Repetition, Repetition, Repetition
–You Oughta’ Be In Pictures
“It takes 11 positive impressions to overcome a single negative impression.”–Repetition, Repetition, Repetition
–You Oughta’ Be In Pictures
Photo Note PadDear David,
THANK YOU
for the opportunity
to serve Competitive
Edge. What a FUN
group! We had a
GREAT time!
OrvelRay
From the desk of Orvel Ray Wilson
34316 Gap Road, Golden, CO 80403 800-247-9145
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Show UpShow Up
“90% of sex is showing up.”-- Woody Allen
“90% of sex is showing up.”-- Woody Allen
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
7. Convenient7. Convenient“Guerrillas are user friendly. They are in touch, easy to reach, and they do everything immediately.”–Message in a bottle
–Follow-up, Follow-up.
“Guerrillas are user friendly. They are in touch, easy to reach, and they do everything immediately.”–Message in a bottle
–Follow-up, Follow-up.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
The Economics of Exceptional ServiceThe Economics of Exceptional Service
The average business never hears from 96% of its unhappy customers.
But 90% or more will not visit or buy from them again.
The average business never hears from 96% of its unhappy customers.
But 90% or more will not visit or buy from them again.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
The Economics of Exceptional ServiceThe Economics of Exceptional Service
For every complaint, the average company has 26 customers with problems.
Of customers who register a complaint, 70% will do business with you again if you resolved the complaint.
For every complaint, the average company has 26 customers with problems.
Of customers who register a complaint, 70% will do business with you again if you resolved the complaint.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
The Economics of Exceptional ServiceThe Economics of Exceptional Service
That figure jumps to 95% if the customer feels the problem was resolved quickly.
The average upset customer tells 9 people about it. One in five will tell more than 20.
That figure jumps to 95% if the customer feels the problem was resolved quickly.
The average upset customer tells 9 people about it. One in five will tell more than 20.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
The Economics of Exceptional ServiceThe Economics of Exceptional Service
Better service performers charged about 9% more for their goods.
They grew twice as fast and picked up market share at 6% a year, while those with poor customer service lost 2% per year.
Better service performers charged about 9% more for their goods.
They grew twice as fast and picked up market share at 6% a year, while those with poor customer service lost 2% per year.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
The Economics of Exceptional ServiceThe Economics of Exceptional Service
Service stars earned a 12% return on sales, vs. a paltry 1% for the rest.Service stars earned a 12% return on sales, vs. a paltry 1% for the rest.
The Strategic Planning Institute, Cambridge, MAThe Strategic Planning Institute, Cambridge, MA
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
8. Measurement8. Measurement“What you measure is what you get. Inspect what you expect.”
– Tom Peters
“What you measure is what you get. Inspect what you expect.”
– Tom Peters
30.7%26.86 $21,557.14 Average
31.0%19$26,382.00 Ryan
26.0%25$21,036.00 Michelle
34.9%31$22,532.00 Pat
32.1%32$19,252.00 Chris
29.3%30$24,952.00 Kathy
30.2%26$20,196.00 Cindy
31.1%25$16,550.00 Jeannie
Gross Margin %
Number of Transactions
Total Sales Volume
Monthly Sales PerformanceMonthly Sales Performance
30.7%26.86 $21,557.14 Average
31.0%19$26,382.00 Ryan
26.0%25$21,036.00 Michelle
34.9%31$22,532.00 Pat
32.1%32$19,252.00 Chris
29.3%30$24,952.00 Kathy
30.2%26$20,196.00 Cindy
31.1%25$16,550.00Jeannie
Gross Margin %
Number of Transactions
Total Sales Volume
Monthly Sales PerformanceMonthly Sales Performance
30.7%26.86 $21,557.14 Average
31.0%19$26,382.00 Ryan
26.0%25$21,036.00 Michelle
34.9%31$22,532.00 Pat
32.1%32$19,252.00 Chris
29.3%30$24,952.00 Kathy
30.2%26$20,196.00 Cindy
31.1%25$16,550.00 Jeannie
Gross Margin %
Number of Transactions
Total Sales Volume
Monthly Sales PerformanceMonthly Sales Performance
30.7%26.86 $21,557.14 Average
31.0%19$26,382.00 Ryan
26.0%25$21,036.00 Michelle
34.9%31$22,532.00 Pat
32.1%32$19,252.00 Chris
29.3%30$24,952.00 Kathy
30.2%26$20,196.00 Cindy
31.1%25$16,550.00 Jeannie
Gross Margin %
Number of Transactions
Total Sales Volume
Monthly Sales PerformanceMonthly Sales Performance
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Your Tip So Far
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
9. Excitement9. Excitement
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
9. Excitement9. Excitement
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
9. Excitement9. ExcitementGreet them with a “10”
A Good Word for Everyone
Never Complain.
Greet them with a “10”
A Good Word for Everyone
Never Complain.
Brussels Sprouts
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
10. Commitment10. CommitmentSet goals and work toward them
Constantly Sharpen Your Skills.
Set goals and work toward them
Constantly Sharpen Your Skills.
Negotiating bookNegotiating book
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
What Is Guerrilla Negotiating?What Is Guerrilla Negotiating?Gain a fair advantage
Leverage your investment for maximum return
Create an agreement that both parties can keep
Gain a fair advantage
Leverage your investment for maximum return
Create an agreement that both parties can keep
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
•Generic•Generic
Sell The Total ProductSell The Total Product
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
•Generic•Generic
•Expected•Expected
Sell The Total ProductSell The Total Product
Technical support
“I know it’s technical support, but for $2.50 a minute I expect you to talk dirty.”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
•Generic•Generic
•Expected•Expected
•Augmented•Augmented
Sell The Total ProductSell The Total Product
“No one ever went broke by making a profit”
“No one ever went broke making a profit.”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
•Generic•Generic
•Expected•Expected
•Augmented•Augmented
•Potential•Potential
Sell The Total ProductSell The Total Product
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers Will Pay MoreCustomers Will Pay MoreQuality
Authenticity
Stability
Reliability
Social or Ecological Values
Quality
Authenticity
Stability
Reliability
Social or Ecological Values
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers Will Pay MoreCustomers Will Pay MoreKnowledgeable salespeopleKnowledgeable salespeople
“Mr. Colton, do we stand behind our products?”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers Will Pay MoreCustomers Will Pay MoreKnowledgeable salespeople
Reputation
Partnership
Consistency
Customization
Knowledgeable salespeople
Reputation
Partnership
Consistency
Customization
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers Will Pay MoreCustomers Will Pay MoreAuthority
Popularity
Exclusivity
Scarcity
Disposal
Authority
Popularity
Exclusivity
Scarcity
Disposal
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers Will Pay MoreCustomers Will Pay MoreExpediting
Flexibility
Short delivery times
Advanced technology
Arrives in perfect condition
Expediting
Flexibility
Short delivery times
Advanced technology
Arrives in perfect condition
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers Will Pay MoreCustomers Will Pay MoreProblems fixed quicklyProblems fixed quickly
“You really should have called me sooner.”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers Will Pay MoreCustomers Will Pay MoreProblems fixed quickly
Environmentally friendly–78% Said they would pay $2,000 more
for a car that gets 35 mpg
Benefit a third party
Problems fixed quickly
Environmentally friendly–78% Said they would pay $2,000 more
for a car that gets 35 mpg
Benefit a third party
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers Will Pay MoreCustomers Will Pay MoreLocal Sourcing–82% have consciously supported local
or neighborhood businesses
Brand Names
Referral
Local Sourcing–82% have consciously supported local
or neighborhood businesses
Brand Names
Referral
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Customers Will Pay MoreCustomers Will Pay MoreTo do the right thing–SRI funds account for 11% of all the
money in U.S. financial markets
More fun.
To do the right thing–SRI funds account for 11% of all the
money in U.S. financial markets
More fun.
Blank SlideBlank Slide
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Why NegotiateWhy NegotiateYou negotiate all the time
Most things are negotiable
Your negotiating skill will determine, who you work for, who works for you, what kind of car you drive, and where your kids will go to college.
You negotiate all the time
Most things are negotiable
Your negotiating skill will determine, who you work for, who works for you, what kind of car you drive, and where your kids will go to college.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
You Can and Should NegotiateYou Can and Should Negotiate
We’re so accustomed to saying “Yes!”
Recognize when you’re in a negotiation.
We’re so accustomed to saying “Yes!”
Recognize when you’re in a negotiation.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
You Shouldn’t NegotiateYou Shouldn’t NegotiateWhen You’re Sold Out
When the Demands Are Unethical
When You Don’t Care
When You Don’t Have Time
When You’re Sold Out
When the Demands Are Unethical
When You Don’t Care
When You Don’t Have Time
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
You Shouldn’t NegotiateYou Shouldn’t NegotiateWhen they act in bad faithWhen waiting would improve your positionWhen you’re not preparedWhen it would be better to beg forgiveness.
When they act in bad faithWhen waiting would improve your positionWhen you’re not preparedWhen it would be better to beg forgiveness.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Prepare ProperlyPrepare ProperlyDo Your Homework
Evaluate their Options
Consider Alternatives
Know Your Boundaries
Know What You Intend to Get.
Do Your Homework
Evaluate their Options
Consider Alternatives
Know Your Boundaries
Know What You Intend to Get.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Set PrioritiesSet PrioritiesMust gets
Intend to gets
Nice to gets
Must gets
Intend to gets
Nice to gets
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Control the AgendaControl the AgendaWho
What
When
Where
How long
Who
What
When
Where
How long
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Just Ask!Just Ask!Ask the Right PersonAsk Someone ElseAsk for MoreAsk for LessAsk Three TimesThe Aladdin Factor
Ask the Right PersonAsk Someone ElseAsk for MoreAsk for LessAsk Three TimesThe Aladdin Factor
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Ask for the Right Things:Ask for the Right Things:TimeHelpInformationPeopleMaterialSpaceEquipmentSupport
TimeHelpInformationPeopleMaterialSpaceEquipmentSupport
TrainingFinancingDocumentationWarranteeCleaningRepairsRecyclingDisposal
TrainingFinancingDocumentationWarranteeCleaningRepairsRecyclingDisposal
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Develop Strong RationalesDevelop Strong Rationales
Need. . .
Only…
Because…
Need. . .
Only…
Because…
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Require Reciprocal ConcessionsRequire Reciprocal Concessions
Never offer anything without asking for something, anything in returnReserve the right to withdraw a concessionOr request an unspecified concession in the future.
Never offer anything without asking for something, anything in returnReserve the right to withdraw a concessionOr request an unspecified concession in the future.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Set Negotiating Expectations and AspirationsSet Negotiating Expectations and Aspirations
Higher expectationsyield higher outcomes.
Ask for more than you really want, more than you even expect.
Higher expectationsyield higher outcomes.
Ask for more than you really want, more than you even expect.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Manage the Other Person’s ExpectationsManage the Other Person’s Expectations
Set appropriate boundaries
Be clear about what you can do and what you won’t do.
Set appropriate boundaries
Be clear about what you can do and what you won’t do.
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
Settlement RangeSettlement Range
MJPMJP
MJPMJP MARMAR
MARMAR
WinWinWinWin
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
How to Counter Dirty TricksHow to Counter Dirty TricksFalse Quote
Quota Time
The Lopez
“Only Price Is Important…”
False Quote
Quota Time
The Lopez
“Only Price Is Important…”
GUERRILLA SELLING AND NEGOTIATINGGUERRILLA SELLING AND NEGOTIATING
How to Counter Dirty TricksHow to Counter Dirty TricksThrow a FitTelephone MistakesSplit the DifferenceItemizingThe CrunchThe Stall.
Throw a FitTelephone MistakesSplit the DifferenceItemizingThe CrunchThe Stall.
Blank SlideBlank Slide