|
Peter Barron Stark
President
Subscribe
for Free !
Introducing our
newest book
Here's what our readers
are saying ......
Order Your Copy Today
Visit our website at
www.everyonenegotiates.com
for more great resources
on negotiation
Contact us!
Peter Barron Stark
& Associates
11417 W. Bernardo Ct.
San Diego, CA 92127
Phone: 877.727.6468
Phone: 858.451.3601
FAX 858.451.3604
|
Tactic #33 - I'll Think About It and Get Back to
You Later
Summary: Putting the decision off to have
more time for consideration.
One of the tactics that can keep the door open in
a negotiation is: “I’ll Think About It and Get Back to You Later.”
Example
A home seller asks a buyer, “Will you be able to
come up with a down payment of $15,000 for this house?” The buyer
responds, “That is a great question. I’ll Think About It and Get Back
to You Later.”
Counter
Some questions the home seller could ask to
counter this tactic would be: “What specifically are you going to think
about?” and “When will you get back to me?” Another appropriate response
for the seller would be to explain that, until the buyer gets back to
her, she will continue to seek other offers. Finally, a more aggressive
response would be to ask, “Why do you need to think about how much you
have for the down payment? Do you have a ballpark figure in mind that we
could discuss?”
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.
Ask the
Negotiator
Dear
Peter,
My boss is a fast-talking know-it-all. He recently increased the
price of our products so that, for the first time, they are priced
higher than our competitors’ products. I have tried several times to
explain that we are going to lose customers. My customers are really
price-sensitive and I do not think this new pricing strategy is going to
work. Any suggestions for what I can do to get my boss to listen to me
and the other sales reps?
Sincerely,
Robert
Dear Robert,
This is a great question that impacts sales reps in every company
every year. I’d like to make two points.
First, you described your boss as a “know-it-all.” Unfortunately, you
can tell know-it-alls, but you can’t tell them much! Don’t try.
Know-it-alls are discovery learners--they don’t like to be told
anything. Rather than telling your boss your point of view, try asking
him a great question like, “If we raise our prices significantly higher
than our competitors’, is it possible we might lose market share or the
XYZ account?” Your boss may not answer you at the moment you ask the
question, but chances are that he will think it over and come to his own
conclusions.
Second, losing customers is not always a bad thing. Perhaps your boss is
trying to eliminate some deadbeat clients. In this case, you will need
to improve your selling skills, learn, grow and change to be more
effective with the good customers.
Best regards,
Peter
Ask the
Negotiator - Are you involved in a
negotiation and not sure what strategies or tactics to use?
Send in your toughest negotiation
challenge and our team of expert negotiators will outline a specific
plan to ensure your success. Please send your negotiation
challenge to
info@everyonenegotiates.com. If your challenge gets
published, we'll send you our special edition Negotiation Mug,
filled with sweet treats.
To view this month's issue of The Master
Negotiator, the premiere on-line newsletter for negotiators,
follow this link:
The Master Negotiator, Volume 2, Number
6 Listening Skills Part II
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
To forward this tactic to a friend or colleague
please click on the forward link below
|
