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Comprehensive Sales Negotiation Process by Elijah Ezendu
The document outlines a comprehensive sales negotiation process that includes researching prospects, establishing a BATNA, and identifying points of compromise. It emphasizes the importance of needs analysis, proposing solutions, and addressing concerns to achieve favorable outcomes. The process concludes with securing approval and managing the ongoing relationship post-deal.
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Comprehensive Sales Negotiation Process by Elijah Ezendu
- 1. Comprehensive Sales NegotiationProcess by Elijah Ezendu Prospect Conduct Research, Identify Fitting Practices, Establish BATNA, Identify Points of Compromise Qualify Initiate Negotiation, Foster Conducive Platform Needs Analysis Assess Interests, Determine Requirements Positional Evaluation Reason/Feeling/Influence/Reason & Feeling/Reason & Influence/Feeling & Influence/Reason, Feeling & Influence Proposal Assert and Present Options, Highlight Solution Bundles Surmount Indecision Inertia Comprehensive Delineation Highlighting Consequences of Each Option, Pacify Worries Resolve for Approval Steer Parties to Favourable Convergence, Lead Action for Approval Deal Endorse Agreement, Close Deal, Manage Ensuing Relationship