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Tactic #1 - Is That Your Best Offer?
Summary: Pushing a counterpart to provide
his best offer by implying that the offer "on the table" is
unsatisfactory.
A great way to practice your negotiation skills is
to simply get in the habit of asking salespeople, "Is That Your Best
Offer?" You would be amazed how many times they will lower their
price or throw in an extra benefit in response to this simple question.
Example
A buyer is purchasing a new computer and asks the
salesperson, "Is $1,299 your best price?" The computer salesperson
replies, "This computer is going on sale for $1,199 in a week. Let
me see if I can get my manager to approve the sale price for you today."
Simply by asking, the buyer saves a hundred dollars.
Counter
In this example, the salesperson is honest and
does the right thing. The effective counter to this tactic is to
build up the value of the benefits that the product or service has to
support the price. The salesperson could respond, "That is our
best price on this model, but if you do not need DVD for your compact
disc drive, we can sell you that model over there for a hundred dollars
less. Which would be better for you?"
This tactic is one of 101 strategies and tactics
featured in The Only Negotiating Guide You'll Ever Need, by Peter
Stark and Jane Flaherty.
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