Spartan Negotiation ♦

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Spartan Negotiation 1 Topic

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Spartan Negotiation Introduction

POWER

Power 3 Topics

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BUILDING PERSONAL & Professional POWER

POWER AWARENESS

POSITIVE vs. NEGATIVE POWER

Buyer Power 5 Topics

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Buyer POWER

1. The Power of TIME

2. The Power of Information

3. The Power of Options

“Caveat Venditor”

Seller Power 15 Topics

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Seller POWER

THE 7 POWERS OF HIGHLY EFFECTIVE SALESPEOPLE™

1. The Power of TIME

2. The Power of Information-Insight

3. The Power of Options

Neediness, Meekness & Weakness

Need or Want?

Neediness Notations

4. The Power of Differentiation

Defendable Differentiators

The Rule of 3

5. The Power of Problems, Pains & Pressure (P³)

6. The Power of Experience & Expertise

7. The Power of Mindset-Mentality

Seller Power Review

Build, Balance & Maintain Power 5 Topics

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Build, Balance & Maintain Power

Seller Countertactics

Seller Countertactics 16 Topics

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Seller Countertactics

1. Surprise

2. Question & Clarify

3. Reason & Rationale

4. Differentiation

5. Fairness

6. Policy & Procedure

11. Dates & Deadlines

12. Silence

Using Tactics Without Defeating Buyers

Match the Countertactic

Countertactics Review

Buyer TYPES & TACTICS

Buyer Types 4 Topics

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Buyer-Negotiator Types

Red Zone, Green Zone, Blue Zone Buyers

Managing Buyer Tactics

Prevention

Hard Negotiator Tactics 12 Topics

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Hard Negotiator Tactics

1. Price Pinch

2. Competition

3. Demands & Delays

4. Control & Intimidation

Hard Negotiator: Match That Tactic!

Hard Negotiator: Role-Play

Calculating Buyer Tactics 12 Topics

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Calculating Buyer Tactics

Calculating Buyer: Match That Tactic!

Calculating Buyer: Role-Play

Soft Bargainer Tactics 13 Topics

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Soft Bargainer Tactics

24. Assumptive Assertions

25. Ambiguous Authority

26. No John Hancock

27. Nibbling

Soft Bargainer: Match That Tactic!

Soft Bargainer: Role-Play

Buyer Tactics Review

Negotiation STRATEGY

Negotiation Strategy 5 Topics

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Strategy Introduction

Negotiation Strategy

1. Sell First. Negotiate Second.

2. Offer Discounts Reluctantly & In Small Increments

3. Trade. Never Donate Concessions

If X, Then Y 2 Topics

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If X, Then Y

If X, Then What? (What to Counter Demand)

The Concession Pattern Strategy 5 Topics

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The Concession Pattern Strategy

1. Start With No

2. Concede Reluctantly

3. Respond Slowly

Reason & Rationale

The Spartan Negotiation Planner 2 Topics

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Hope Is Not A Strategy! (Negotiate Prepared)

The Spartan Negotiation Strategy Planner

Spartan Negotiation Review 2 Topics

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Final Role Play

Spartan Negotiation Review

About Instructor

spartanbusiness

15 Courses

Course Content

About Instructor

spartanbusiness

Course Includes

Help your salesforce fight and win like Spartans with
 The Spartan Selling System™

Company Links

Useful Links

Spartan Negotiation ♦

Course Content

About Instructor

spartanbusiness

Course Includes

Help your salesforce fight and win like Spartans with The Spartan Selling System™

Company Links

Useful Links

Help your salesforce fight and win like Spartans with
 The Spartan Selling System™