Proposing to Get the WIN
One thing we have learned over the years in negotiating deals is that the way you get to the agreement is as important as the outcome of the agreement. Many deals are struck where one (or sometimes...
View ArticleTrust By Verify with Jeff Cochran
Trust by verify, it sounds good in theory, but how can it really be implemented? At SNI, we typically advise our clients not to make adjustments to their prices when a potential buyer claims that one...
View ArticleUsing the Three P’s to Negotiate a Used Car Purchase. Step 3: Propose
The third and final step in our three part series on negotiating the purchase of a used car is to propose. After you have done your preparation by determining the “standard” price for the car you want...
View ArticleLet The Other Side Go First
One of the keys to successfully negotiating any deal is letting the other side go first. It gives you a parameter to work from and provides insight as to what the other side is thinking. Letting them...
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Sometimes No Deal is the Best Deal
Have you ever suffered from “negotiation fever”? You probably have. It’s where you get so caught up in the heat of making a deal that you lose sight of the quality of the deal. As an outside...
View ArticleWriting Their Press Release
It can be challenging for most of us to come up with solutions that allow the other side to save face. It’s not an easy task to step outside of ourselves and think like the other side. (Hey, they are...
View ArticleThe Health Benefits of Talking Less
You know that feeling you get when you’re in a negotiation and you feel like you’re not being heard? You talk and talk but no matter what you say you feel like the other side isn’t listening. They...
View ArticleWays to Measure Training Success
Training your team to be the best they can be is neither cheap nor easy. However, the ROI of a successful training program makes it all worth it in the end. In fact, with the proper training methods...
View Article5 Little Tips to Perfecting Your Sales Approach
The sales profession is one of the oldest and most prolific out there. Selling products can be fulfilling and enjoyable, but finding the right sales approach is often a challenge. The wrong sales...
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