Here are 3 quick steps you can take to win at negotiations...and have your customers feel like winners too. What's your defense against attack? How do you win-win? What does your ego say?

1. 3 Quick Keys
To Successful Sales
Negotiating
A Quick Look At HowYou Can PrepareToWin Negotiations
And HaveYour Customer’s Feel LikeWinnersToo
© 2016 MyEureka Solutions LLC

2. The Three Keys
1. As the seller, have a defensive negotiating
plan already in place before you close
deals
2. Recognize how and why to create win-
win scenarios
3. Check your ego at the door…and mind
your customer’s too

3. Key # 1
— Most negotiating battles are waged over
price, though many elements can comprise a
deal and need to be leveraged.
Consider the Castle Defense:
— An exterior mote
— A high wall to climb
— Battle on parapet
— Interior fortifications around
the gold

4. Your Defense
— The moat:
◦ Presents an obstacle to
slow down the invaders
— Sounds like:
— Reassurance, compliments, a
smile:
“I’ve been told you’re a good
negotiator so you should know I’ve
made sure you are getting a great
deal.”

5. Your Defense
— The parapet:
◦ Battle those scaling the wall,
direct combat with those
that make it up the wall
— Where buyers use gambits
(budgets, the flinch, good
cop bad cop, etc.
◦ Counter defenses must be
honed v. professional buyers
or savvy consumers
◦ You flinch you lose

6. Your Defense
— The Interior:
◦ Don’t make it obvious
where you keep your gold
— When you reach your last
line of defense be
prepared for blood
◦ To protect your gold how
hard are you willing to fight?
◦ Are you willing to give up
some of your gold to avoid
a death match?

7. Key # 2
— Understand how to create the win-win scenario.
Use a venn diagram to find the common ground:
— Be truthful not wishful
— Have your client/prospect define
their wants/win (Listen to learn,
consider what they have to lose
(their ass on the line)
— Minimize value you can’t confirm,
contract or promise

8. Key # 3
— Check your ego at the door…
and mind your customer’s too!
— Don’t win a battle but lose the war
— Don’t act like the US Congress!
— “Never hate your enemies, It
affects your judgment” –Mario
Puzo, The Godfather
— Don’t be a baby…it’s just business

9. Successful Negotiating Summary
— Before you negotiate line up your Castle
Defense with outer, wall and inner defenses
and know what is really at stake
— Rather than hashing out prices and terms
discuss and listen to your customer’s
definition of needs, value and wins…and
what’s on the line
— Know the difference between a small win
and small loss
— Don’t let personal emotions and ego take
hold of your negotiations…check your ego
at the door!

10. Contact Info
Tom Fox
President
MyEureka Solutions LLC
1315 Park Ave.
Mamaroneck, NY 10543
P: 917 539-6617
tom@myeurekasolutions.com
www.myeurekasolutions.com
@TomFoxTrainer