"How
to get what you want from anyone by...Negotiating Without Giving
Up One-Red Cent Of Your Hard-Earned Money"
By Peter Wink
You may not believe it, but people are interested
in negotiating on issues other than just price. It's true-money
is just one aspect of negotiations!
Too many people are under the impression that all that counts
during a negotiation is price. This is false information given
by people who haven't truly played the negotiating game.
Think of it this way - If the statement held true that "money
is the most important element of the buying decision", we
wouldn't have a market for stores such as Bloomingdale's, Neiman
Marcus, Lord & Taylor, Nordstrom or Gucci. We never would
sell a Rolls Royce, Ferrari, or Lotus. Nobody would be paying
premium prices for any goods and services. But they do!
In this brief issue of "Ask the Expert", I'm going to
give you 5 things you can offer at the negotiating table, using
no-money out of your pocket, and still get what you want.
Let's get to it:
1. Assembly - A great deal of companies sell products that require
assembly. Examples are model cars, playground equipment, and gazebos.
Do your competitors offer to come and put it together or set it
up for free? If you do - tell your prospect. This is a great negotiating
gambit.
2. Credit - America is the credit capital of the world! That's
why our personal credit is one of the most valuable assets that
we possess living in America. So in turn, people and businesses
want to use it more than ever. Therefore, to be competitive, you
not only need to offer it - you need to have a better credit policy
to offer the "other side".
Consider the following questions relating to credit:
Can the "other side" make longer payments?
Do you accept all major credit cards?
Do you take both personal and business checks?
Can they defer their first payment for a couple of months?
Do you offer in-house credit?
Can they pay with a smaller down payment than your competitors
offer?
All of the previously given examples will make you stand out from
the competition.
3. Delivery - Quite a few product distributors and manufacturers
offer delivery.
Consider the following questions relating to delivery:
What are your competitors offering?
How will you stand out when negotiating with your prospect?
Will you offer free delivery?
Next-day or second day delivery?
How about same day delivery?
Whatever the competition offers, you must go the extra mile for
your customers and remind them you that did!
4. Expertise - Most people want to purchase from a salesperson
that possess uncommon expertise. If you're trying to sell someone
a Rolls Royce automobile at a premium price, you'd better know
the car inside and out. You must know the all of the features,
including options, fabrics, paint, history, and everything else
that differentiates it from competitors like Maserati, Ferrari,
or Lamborghini. Negotiate on the merits of these unique features-then
sell them on the benefits!
5. Guarantee - Everyone these days, not only wants, but also expects
a rock-solid, ironclad guarantee that you'll refund money on products
and services if they're not satisfied. How can you differentiate
yourself from the crowd?
Consider the following questions relating to guarantees:
Can you offer an unconditional guarantee?
If someone isn't satisfied with the quality of your product or
service, can you offer a no-questions-asked refund guarantee?
Do you offer lifetime guarantees?
The point is that when you're negotiating similar products, you
need to have a better than expected guarantee. This is a great
negotiating gambit.
6. Warranty - To survive in business and have an advantage during
negotiations, you must carry warranties on all of your products.
And if they break down, you not only have to replace the faulty
product, you must do it quickly.
Consider the following questions relating to warranties:
Will you pick up the faulty product and deliver a new one the
same day?
Do you fix the product at the customer's home or business?
Will you fix it the same day?
Is the product fixed at your office or at least locally?
Do you have lifetime warranties?
These are very important considerations when you try to base your
negotiation on a better than average warranty.
By implementing the practices listed above, you'll win more negotiations
and increase your sales. You'll also obtain and keep more customers.
By offering these options, you'll stand out amongst all your competitors.
Therefore, 80% of your negotiating task is already done. The key
is that you have to tell your customer how you're different from
your competitors and never offer them more money! Remind them
over and over. Educate them over and over. And most important,
if you say that you'll do something - DO IT - OR YOUR COMPETITORS
WILL!
To learn all about negotiating from A-Z, you can get a copy of
my best selling book called "Negotiate Your Way to Riches".
Thanks for joining me today and good luck in every negotiation!
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This information is an excerpt from Peter Wink's A-Z guide to
deal making and negotiation skills called "Negotiate
Your Way to Riches". It'll teach you 36 ethical and 5
unethical negotiating strategies, how to gather inside information
about companies, trust and confidence-building techniques, communication
strategies, conflict management techniques, people skills, 11
characteristics of all successful negotiators, how to use power
and leverage, skills to successful salary negotiation, and so
much more!
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