Propositions Brokers

Higher Authority (Icon: Auto)

Never let your opponent know that you are the one who makes the decisions. Always keep a vague authority behind him. (A committee, a board, your marketing people, etc..).

• Do not say "I have to check with my boss." Always turn the authority into something plural.
• Even if your company is and everyone knows that you are the one who makes the decisions, you can still use this scheme referring to your organization.
• Leave your ego at home. Do not let the other person to induce him to admit that you have authority.
• It is an efficient way to push people without confrontation. Using the higher authority.
• You can push people without confrontation.
• Balance your hand. The person feels frustrated.
• You will be protected against sellers or buyers cunning.
Dealing with people who say they do not have the authority to decide.

What is the counter-attack to the top?

• Try to remove the feature from your opponent to the higher authority.
• Before you express your proposal says, "I do not want any pressure on you" (What you actually did was ask his permission to press it), then say:

Use the expression:

"If this proposal meets all your needs, there is no reason you can not make a decision today?".

• If they respond by saying: "If this proposal meet my needs, I can give you a decision immediately," you just get the following benefits:

1. He can not tell you have to check with higher authority.
2. He can not tell you have to think more about it.
3. It usually reveals ple objections (an objection to a sale, especially an objection to the price, should always be welcomed, because now you know what the problem is that needs to be remedied in order to make the sale).

• If that fails and the person says, "regardless of what you showed me today, I still have to consult higher authority" - try the following tricks:

4. Appeal to the ego: "But they always follow their recommendation, is not it?".
5. Make it undertakes to recommend to the higher authority.

Use the expression:

"But you recommend buying them, right?"

6. Closer to the "subject to" qualified, installing an artificial condition in its proposal. This way you can know the exact timing for the submission of the offer. Write the proposal the following words: "This proposal is subject to price adjustment depends on .............................. (necessidades. and quantities etc. )...".

If you are forced to make a decision before you are ready to do so, offer to decide, but let them know that the answer is no, unless you allow time to check with your personal .

If you are using the hierarchical authority over you, revert to its open position in each level and submit their own levels of hierarchical authority.



Never offer to split the difference (Icon: Partitioning)
• Do not fall into the trap of dividing the difference is the right thing to do.
• Divide the difference does not split in the middle, because you can do this more than once.
• Never offer to split the difference by itself, but rather encourages the other person to provide the division of the difference.

Use the expression:

"It seems we are close to an agreement and the only difference between us is $ 200.00. What do you suggest we do? ".

• Why not offer to split the difference for yourself? Because if you offer, the price is bound, however, if he offer, you can still check with higher authority and possibly reduce the price even more.
• It ensures that they offer to split the difference, you put them in a position of compromise suggestion. So you can reluctantly agree with the proposal, making them feel that they won.

Always ask for something in return (Icon: Payback - coins)

• The value of a material object can be raised, but the value of services always seem to download.
• Do not make a concession and trust that the other side will appeal the later.
• Negotiate the fee before the service is provided. Q

When the other side asks for a small concession, always ask for something in return.

Use the expression:

"If we can do this for you, what you can do for us."

With this you get 3 advantages:

1. Probably get a concession in return for granting them.
2. Raise the value of your product or service, so that you can use it as a trade compensation later.
3. Halt the process of hesitation. Your opponent does not ask any more concessions because he knows he will have to give something back.

The placement of the phrase is very important. Do not say: "You're asking the XE in turn you have to give me Y". It may seem too offensive, which could jeopardize the deal.