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sales: Negotiating Tip: Consider The Alternative - 08/18/10 10:48 AM
I've done real estate transactions for 25 years - as an attorney, broker and principal. And there is one negotiating mistake that I have seen over and over: People negotiating with the wrong party.A common negotiation is between the seller and buyer of a house. The seller wants to sell his house, and the buyer want to buy a house (notice: 'a house,' not 'the house').Hypothetically, let's say the seller asks for $1 million, but is willing to accept $950,000. The buyer offers $900,000. The seller counters with $975,000. The game is on.Ninety percent of sellers make the following … (5 comments)
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sales: The Tempo of a Sale - 02/01/10 12:00 PM
Whereas most people buy at some emotional level (and then justify their purchase with logic), it is the process of persuading a person to buy that I want to discuss today.Ironically, many salespeople (or other persuaders) lose a sale because they let their emotions get in the way of a well-conceived plan. Specifically, I think many people lose the ideal tempo or rhythm of a sale because they get emotional.Every persuasive event has a proper pace to it. Depending on what you are trying to persuade another to do, and who that other person is, there is a timeline you need … (3 comments)
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