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LinkedIn Learning

Sales Negotiation

via LinkedIn Learning

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Overview

Best-selling author and sales coach Lisa Earle McLeod explains what makes sales negotiations different and how to negotiate deals that stick.

Syllabus

Introduction
  • Why sales negotiations are different
1. Why Compromise Doesn't Work and What to Do Instead
  • The false assumption behind compromise
  • How to start a negotiation with noble purpose
  • Why uncertainty is your ally
  • The three kinds of negotiations
  • When to negotiate and when not to
  • Four reasons deals fall apart
2. How to Outsmart Negotiation 101
  • How to tell the difference between a buyer and negotiator
  • Negotiation in action: Discussing price without value
  • Negotiation in action: Belittling value to reduce price
  • Negotiation in action: Inserting the boss at the last minute
3. Negotiations That Stick
  • When to use your boss and when to ask for their boss
  • How to diffuse anger without giving away the store
  • What to do when your buyer has the Internet in their hand
  • How to negotiate via email
  • How late is too late to negotiate?

Taught by

Lisa Earle McLeod

Reviews

4.7 rating at LinkedIn Learning based on 1576 ratings

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