The Plan for Today…
• Must have’s before you negotiate
• Negotiation techniques
• Concessions done right
• What is more important than money?
Ready to play the game? Know the Rules!
Responses are predictable
Be ready to leave your ego and
use your “Higher Authority”
Ask for more than you expect
Controlling the concessions
Start reasonable
Future concessions are smaller and smaller
Tapering signals that they are nearing your final
position
Concessions that Kill
Equal Size
Making the final one a big one
Giving it all away up front
Giving small concessions from the
start
Money, it isn’t as important as you think
Price concerns the Seller
more than the Buyer
Show buyers the Value and
they will spend
Show that this is the best
deal for the $$
Buyer’s need to be winners
What’s more important than Money?
• Ability / Willingness to tailor your product to their needs
• Quality of the product
• Terms of Agreement
• Your Experience
• Respect shown
• Peace of Mind
• Reliability
• Come prepared
• Be ready for predictable responses
• Negotiation strategies can help you direct the conversations
• The flinch
• The eager beaver
• The split
• Trading cards
• Money isn’t the only factor
• What’s more important than money to your client?
Let’s Review:
Next Steps• What value do you bring to the table?
• List all of the things that provides value to your clients
• How can you incorporate that into your presentation/client interactions
• What concessions can you make?
• That don’t cost money
• That do have $$ value
• Learn more:
• Secrets of Power Negotiating by Robert Dawson
• www.learn.marketleader.com
Search: listing presentations
Fall Ideas to Fill Your Pipeline
• Invigorate your pipeline with fresh fall pipeline filling ideas
• Don’t waste your winter season: what to do now to prepare you for next year.
• Find tools in your Market Leader to help you connect with and support your new clients
Join us Next Week!
Wednesday at 10:00am Pacific, 1:00pm Eastern
To Register: Learn.MarketLeader.com
Want More?• Fill out post-class survey to receive
class notes!
• Visit Learn.MarketLeader.com:
• Power Hour Recordings & Handouts
• Short Tutorials
• Customer Support: 1-877-450-0088
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