When you negotiate, you have to have a plan – a process.
You know your buyer will say things like…
“I want more for my trade.“
“I can’t afford that payment.“
“I can get a better price somewhere else.“
Don’t fall for your buyer’s emotional response.
When you have a plan, when you have a proven process for negotiation,
you can respond with confidence.
Without a process, it is easy to respond with fear. You negotiate from the fear of losing the deal. It’s a natural response.
Use the 5 Steps of Negotiation & the 5 Steps of ReSell ReAsk training in your Excellence Roadmap. They both teach you to negotiate with process instead
of with fear.
– Higher closing %.
– Higher gross PVR.
– Higher commission checks.
– Higher customer satisfaction & CSI scores.
If you want to remove fear, the best way to do it is with confidence. Confidence comes from preparation – practicing your process until your actions and reactions become instinct.
That is the art and skill of a professional, master sales person.