|
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 #17 - Sweetening the Deal
Summary: Adding an extra or add-on to make a
deal work.
At times you may need to add a little something
extra to make a deal work. For example, a salesperson may decrease the
price of a product, add a warranty or training at no additional charge,
or agree to extend a sale price to make a deal more enticing. This
tactic of offering an extra or add-on is called Sweetening the Deal.
Example
A customer tells a carpet saleswoman, “Your carpet
is a dollar per yard more expensive than your competitor’s.” The seller
Sweetens the Deal by saying, “I will carpet each of your closets
for free if you will sign the contract today.”
Counter
The Trade-off Concession could work well
here. The customer might reply, “I will sign the contract today if you
carpet the closets for free and can have the carpet installed by Friday
of this week.” From the salesperson’s point of view, an effective
counter to the customer’s counter would be, “I can install the carpet by
Friday, but if you are looking for the highest-quality installation,
keep in mind that my best installers will not be available until next
Wednesday. Will that work 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.
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
4 Questioning Skills, Part II
To view previous Negotiating Tactics of the Week,
follow this link:
Negotiating Tactics of the Week
|
