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HOW TO SELL ANYTHING

An Absurdly Easy Negotiating Trick

Getting to the proverbial "win-win" situation requires getting everyone on the same team.
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Negotiations become difficult (or even impossible) when one or both parties view the negotiation as a conflict between two positions, where the person who abandons his position is the "loser" and the person who sticks to his position is the "winner."

This is especially true in sales negotiations where a customer may be afraid of experiencing buyer's remorse if they don't bargain you down to an absurdly low price.

However, it's surprisingly easy to avoid this situation, according to Bob Nicols, author of 'The Journey to Sales Transformation." Rather than let the positions harden, strip them from emotional attachments by making the issue objective rather than subjective.

To do this, you say something like: "Let's put that issue on the table and see if, between the two of us, we can't figure out a creative way to get what we both want."

This way of thinking puts both parties on the same "team" working on the same problem, rather than adversaries working against each other.

Try it!  It works!

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Last updated: Jan 10, 2013

GEOFFREY JAMES | Columnist

Geoffrey James, a contributing editor for Inc.com, is an author, speaker, and award-winning blogger. Originally a system architect, brand manager, and industry analyst inside two Fortune 100 companies, he's interviewed more than a thousand successful executives, managers, entrepreneurs, and gurus to discover how business really works. His most recent book is Business Without the Bullsh*t: 49 Secrets and Shortcuts You Need to Know. If you enjoyed this post, sign up for the free weekly Sales Source newsletter.

The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.



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