Your SlideShare is downloading. ×
0
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Guerrilla Selling & Negotiating
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Guerrilla Selling & Negotiating

3,460

Published on

Orvel Ray Wilson, CSP presents a half-day seminar for Competitive Edge Seminars at the Denver Convention Center

Orvel Ray Wilson, CSP presents a half-day seminar for Competitive Edge Seminars at the Denver Convention Center

1 Comment
6 Likes
Statistics
Notes
No Downloads
Views
Total Views
3,460
On Slideshare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
416
Comments
1
Likes
6
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Competitive Edge Presents Orvel Ray Wilson, CSP Sr. Partner THE GUERRILLA GROUPinc inc Presented by: Presented by:
  • 2. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING It’s a Jungle Out There! Economic Uncertainty
  • 3. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING It’s a Jungle Out There! Economic Uncertainty Further Cutbacks
  • 4. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING It’s a Jungle Out There! Economic Uncertainty Further Cutbacks Demanding Customers
  • 5. More More More
  • 6. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING It’s a Jungle Out There! Economic Uncertainty Further Cutbacks Demanding Customers Pressure on Prices and Margins
  • 7. Slowly but Surely
  • 8. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING What do we Mean by “Guerrilla”?
  • 9. The most successful marketing series in history:
  • 10. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Time 4 to 1 Golden Selling Hour Don’t waste a lunch Make one more stop
  • 11. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Energy –Eat Right –20 Minutes a Day –Time Out –Reward Yourself
  • 12. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Imagination Think Big Think Small Visualize Success Idea-of-the-Week Book
  • 13. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Guerrilla’s Secret Weapons Information –Industry research –Competitive Recon –Customer feedback
  • 14. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Build Your Own Survey Limit 1 Limit 10 No Fill in the __________ Fax (or e-mail) Back Share the Results
  • 15. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Guerrilla’s Secret Weapons Surprise –Do the Unexpected –Tell the Truth –Personalize Everything
  • 16. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 10 Strategies to Increase Your Sales Immediately
  • 17. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 1. Investment The Law of The Slight Edge: “The difference between a champion and an also-ran, more often than not, is a very slim margin.”
  • 18. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 1. Investment (cont.) (cont.) People Technology Yourself
  • 19. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Invest in People Hire first for Attitude –Jack Welsh 20/70/10 Train Constantly Resource Center Outside Seminars Outside Expertise
  • 20. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Invest in Technology Digital Camera Wireless POS E-mail Web site Social Media
  • 21. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Invest in Yourself Join Professional Groups Master Mind Build Your Library Study the Masters
  • 22. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Invest in Yourself Browse to: www.GuerrillaGroup.com Mouse over “Press Room” then click on “Competitive Edge” OrvelRay@GuerrillaGroup.com
  • 23. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 2. Consistent “Poor selling done consistently will be more effective than great selling done sporadically.” Consistency is interpreted as longevity, credibility, and trust.
  • 24. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 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- lost by 14 ized attentionservice companies. Forum Corporation study of commercial customers Forum Corporation study of commercial customers lost by 14 major manufacturing and service companies. major manufacturing and
  • 25. He’s on another line “He’s on another line at the moment, would you like to hold?”
  • 26. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 3. Confident “Guerrillas believe in their products and their people.”
  • 27. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Customers Buy:
  • 28. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Customers Buy: Confidence Quality Service Selection Price
  • 29. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Customers Buy: Confidence Quality Service Selection Price
  • 30. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Customers Buy: 1. Confidence 2. Quality 3. Service 4. Selection 5. Price
  • 31. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING “I’ll tell you why I don’t trust him. It’s that damn sheepskin vest.”
  • 32. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 3. Confident (cont..) (cont..) Expect the Sale Collect Testimonials Don’t play price games.
  • 33. Low Bidder “How did I go broke? I was the low bid!”
  • 34. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 3. Confident (cont..) (cont..) Guarantee Everything –No longer a differentiator –Sunshine Trash Service Double your Price
  • 35. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Don’t Wave a White Flag “The best I can do is…” “If you compare…” “I’ve cleared my afternoon for you…”
  • 36. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Speaking of Prices… 94% of sales people won’t bring up price 63% of sales people volunteer to cut the price, without being asked! What time is it?
  • 37. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 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)?”
  • 38. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why 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 by 40% just to make up the difference. You establish a precedent
  • 39. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why you don't want price shoppers as customers: They’re less discerning They’re more demanding They’re often disloyal Nobody ever gets fired for paying too much.
  • 40. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 4. Patient Fine-tuning your knowledge and skills takes time.
  • 41. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Gretsch kit
  • 42. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Prospect Learning Curve Purchase Purchase Readiness Readiness Total Total 1 2 3 Apathy Apathy 4 5 6 7 8 9 Number of Impressions Number of Impressions
  • 43. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Don’t Quit 48% quit after the first contact 20% quit after the second contact 7% quit after the third contact 5% quit after the fourth contact 4% quit after the fifth contact Yet 80% close AFTER the sixth call
  • 44. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 5. Assortment “The more products and services you offer, the greater the constituency of customers you can serve.”
  • 45. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Move Them Up the Curve 14000 12000 –Fill the Curve 10000 U n 8000 –Show the Best First i t 6000 s –Opportunities to Upgrade 4000 2000 0 $1 $10 $50 $250 $1,000
  • 46. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 6. Subsequent “Guerrillas wage their marketing campaign simultaneously on three fronts.” Prospects 30% Universe 10% Customers 60%
  • 47. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 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 Mail Advertising Services Association MASA Mail Advertising Services Association MASA
  • 48. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 6. Subsequent (cont..) (cont..) “It takes 11 positive impressions to overcome a single negative impression.” –Repetition, Repetition, Repetition –You Oughta’ Be In Pictures
  • 49. Dear David, Photo Note Pad THANK YOU From the desk of Orvel Ray Wilson for the opportunity to serve Competitive Edge. What a FUN group! We had a GREAT time! OrvelRay 34316 Gap Road, Golden, CO 80403 800-247-9145
  • 50. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Show Up “90% of sex is showing up.” -- Woody Allen
  • 51. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 7. 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.
  • 52. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The 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.
  • 53. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The 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.
  • 54. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The 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.
  • 55. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The 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.
  • 56. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING The Economics of Exceptional Service Service stars earned a 12% return on sales, vs. a paltry 1% for the rest. The Strategic Planning Institute, Cambridge, MA The Strategic Planning Institute, Cambridge, MA
  • 57. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 8. Measurement “What you measure is what you get. Inspect what you expect.” – Tom Peters
  • 58. Monthly Sales Performance Monthly Sales Performance Total Sales Number of Gross Volume Transactions Margin % Jeannie $16,550.00 25 31.1% Cindy $20,196.00 26 30.2% Kathy $24,952.00 30 29.3% Chris $19,252.00 32 32.1% Pat $22,532.00 31 34.9% Michelle $21,036.00 25 26.0% Ryan $26,382.00 19 31.0% Average $21,557.14 26.86 30.7%
  • 59. Monthly Sales Performance Monthly Sales Performance Total Sales Number of Gross Volume Transactions Margin % Jeannie $16,550.00 25 31.1% Cindy $20,196.00 26 30.2% Kathy $24,952.00 30 29.3% Chris $19,252.00 32 32.1% Pat $22,532.00 31 34.9% Michelle $21,036.00 25 26.0% Ryan $26,382.00 19 31.0% Average $21,557.14 26.86 30.7%
  • 60. Monthly Sales Performance Monthly Sales Performance Total Sales Number of Gross Volume Transactions Margin % Jeannie $16,550.00 25 31.1% Cindy $20,196.00 26 30.2% Kathy $24,952.00 30 29.3% Chris $19,252.00 32 32.1% Pat $22,532.00 31 34.9% Michelle $21,036.00 25 26.0% Ryan $26,382.00 19 31.0% Average $21,557.14 26.86 30.7%
  • 61. Monthly Sales Performance Monthly Sales Performance Total Sales Number of Gross Volume Transactions Margin % Jeannie $16,550.00 25 31.1% Cindy $20,196.00 26 30.2% Kathy $24,952.00 30 29.3% Chris $19,252.00 32 32.1% Pat $22,532.00 31 34.9% Michelle $21,036.00 25 26.0% Ryan $26,382.00 19 31.0% Average $21,557.14 26.86 30.7%
  • 62. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Your Tip So Far
  • 63. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 9. Excitement
  • 64. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 9. Excitement
  • 65. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 9. Excitement Greet them with a “10” A Good Word for Everyone Never Complain.
  • 66. Brussels Sprouts
  • 67. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING 10. Commitment Set goals and work toward them Set goals and work toward them Constantly Sharpen Your Skills. Constantly Sharpen Your Skills.
  • 68. Negotiating book
  • 69. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING What Is Guerrilla Negotiating? Gain a fair advantage Leverage your investment for maximum return Create an agreement that both parties can keep
  • 70. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Sell The Total Product • Generic
  • 71. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Sell The Total Product • Generic • Expected
  • 72. Technical support “I know it’s technical support, but for $2.50 a minute I expect you to talk dirty.”
  • 73. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Sell The Total Product • Generic • Expected • Augmented
  • 74. “No one ever went broke by making a profit” “No one ever went broke making a profit.”
  • 75. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Sell The Total Product • Generic • Expected • Augmented • Potential
  • 76. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Customers Will Pay More Quality Authenticity Stability Reliability Social or Ecological Values
  • 77. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING “Mr. Colton, do we stand behind our products?” Customers Will Pay More Knowledgeable salespeople
  • 78. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Customers Will Pay More Knowledgeable salespeople Reputation Partnership Consistency Customization
  • 79. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Customers Will Pay More Authority Popularity Exclusivity Scarcity Disposal
  • 80. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Customers Will Pay More Expediting Flexibility Short delivery times Advanced technology Arrives in perfect condition
  • 81. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Customers Will Pay More Problems fixed quickly
  • 82. “You really should have called me sooner.”
  • 83. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Customers Will Pay More Problems fixed quickly Environmentally friendly –78% Said they would pay $2,000 more for a car that gets 35 mpg Benefit a third party
  • 84. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Customers Will Pay More Local Sourcing –82% have consciously supported local or neighborhood businesses Brand Names Referral
  • 85. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Customers Will Pay More To do the right thing –SRI funds account for 11% of all the money in U.S. financial markets More fun.
  • 86. Blank Slide
  • 87. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Why Negotiate 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.
  • 88. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING You Can and Should Negotiate We’re so accustomed to saying “Yes!” Recognize when you’re in a negotiation.
  • 89. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING You Shouldn’t Negotiate When You’re Sold Out When the Demands Are Unethical When You Don’t Care When You Don’t Have Time
  • 90. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING You Shouldn’t Negotiate When they act in bad faith When waiting would improve your position When you’re not prepared When it would be better to beg forgiveness.
  • 91. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Prepare Properly Do Your Homework Evaluate their Options Consider Alternatives Know Your Boundaries Know What You Intend to Get.
  • 92. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Set Priorities Must gets Intend to gets Nice to gets
  • 93. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Control the Agenda Who What When Where How long
  • 94. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Just Ask! Ask the Right Person Ask Someone Else Ask for More Ask for Less Ask Three Times The Aladdin Factor
  • 95. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Ask for the Right Things: Time Training Help Financing Information Documentation People Warrantee Material Cleaning Space Repairs Equipment Recycling Support Disposal
  • 96. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Develop Strong Rationales Need. . . Only… Because…
  • 97. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Require Reciprocal Concessions Never offer anything without asking for something, anything in return Reserve the right to withdraw a concession Or request an unspecified concession in the future.
  • 98. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Set Negotiating Expectations and Aspirations Higher expectations yield higher outcomes. Ask for more than you really want, more than you even expect.
  • 99. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Manage the Other Person’s Expectations Set appropriate boundaries Be clear about what you can do and what you won’t do.
  • 100. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING Settlement Range MJP MJP MAR MAR Win Win Win Win MAR MAR MJP MJP
  • 101. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING How to Counter Dirty Tricks False Quote Quota Time The Lopez “Only Price Is Important…”
  • 102. GUERRILLA SELLING AND NEGOTIATING GUERRILLA SELLING AND NEGOTIATING How to Counter Dirty Tricks Throw a Fit Telephone Mistakes Split the Difference Itemizing The Crunch The Stall.
  • 103. Blank Slide

×