课程: Sales Negotiation

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Negotiation in action: Inserting the boss at the last minute

Negotiation in action: Inserting the boss at the last minute

课程: Sales Negotiation

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Negotiation in action: Inserting the boss at the last minute

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- If new information or new people are inserted into the process, be curious. Ask questions before you try to circumvent the situation because your job as a purpose driven sales negotiator is to elevate the conversation. You want to create the big win for everyone. And there's a technique that some buyers use and it's when they act like they're the decision maker, but then at the last minute they insert their boss. Let's see how Elizabeth handles this one. - So are we ready to move forward on this? - Everything is looking good, but I have someone else that I need to get involved in this. So we need to pull in Kathy. She's the one who signs the deal at the bottom of it all, so we need to get her involved. - Okay, I completely agree. Let's involve Kathy and let's really talk about her values and what she needs to accomplish with us. - Thank you. - Sure, when can we set up a time to meet? - We're not going to actually bring…

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