Negotiating a sale (SE 1)

Talking your way to a deal

Negotiating a sale can be a daunting challenge or an exhilarating opportunity to exercise your ingenuity and judgement. Unless you are doing it all the time, it is always likely to involve emotions as well as logic.

Nobody likes to lose a sale, but making the wrong sale can be an even worse option.

This briefing covers:

• Understanding what the customer wants.
• Setting your objectives.
• Selling at a higher price.
• Finalising the deal.