My husband loves to negotiate. So much so that whenever I need to buy new running shoes,
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I started thinking about this from the seller’s perspective,
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The following simple five step process can help maximize your results each time you negotiate. Even better,
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Step 1: Get into the right frame of mind

The first thing you have to do when negotiating is make sure you’re in the right frame of mind. Do you really believe that your products or services are worth the price you’re charging? If the answer is no,
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If you implement the next four steps of this plan,
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These steps aren’t necessarily easy,
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Step 2: Hold firm

Sales experts suggest that sales people in the top 20% of their fields never cave in on the first round. So don’t give in to what your prospect is asking for right away. Remember,
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Nothing frustrates negotiators more than a sales person who caves in and drops their price on the first round. If a client asks for a 20% discount and you immediately say yes,
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The price must have been inflated to start with,
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I should have asked for bigger discount. Next time,
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Neither of these outcomes is good for you. So the next time your prospect asks for a reduction in price,
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I can appreciate you’re looking for the best deal,
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You’re smart to be looking for the best deal,
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A discount,
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This is the stage of negotiation during which your belief system is challenged. In order to be successful,
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Typically,
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Learn how to hold firm,
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Step 3: Repeat

Some clients will press ahead with their request for a discount even after you’ve given them one of the responses outlined above. The vast majority of them,
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My advice in these cases is again: hold firm. Work to reassure your customer that they’re getting the best price,
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We’ve been 6 months putting this project together,
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I knew you’d be tough,
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We find that an additional 20% of all business is closed at this stage that’s 60% of all business closed without ever having to reduce your price. Unfortunately,
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Step 4: Take their mind off the bottom line

If after all this your prospect is still pushing for a discount (and 40% of them will be),
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Free shipping. Extra manuals or training. A client profile on your Web site. What you choose will be specific to your business,
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