Comments on: A Sales Negotiator’s Friend: “Just The Facts, M’am” http://www.theaccidentalnegotiator.com/information-gathering/a-sales-negotiators-friend-just-the-facts-mam The Premier Blog For Learning How To Use Sales Negotiation And Persuasion Skills Effectively Fri, 03 Feb 2012 09:02:11 +0000 hourly 1 http://wordpress.org/?v= By: Dr. Jim Anderson http://www.theaccidentalnegotiator.com/information-gathering/a-sales-negotiators-friend-just-the-facts-mam/comment-page-1#comment-669 Dr. Jim Anderson Thu, 27 Aug 2009 14:03:48 +0000 http://www.theaccidentalnegotiator.com/?p=412#comment-669 Ed: I agree with you 100%. Being prepared to have a facts & stats discussion and then having the wisdom to know when to have the discussion and when to skip it is the key to negotiating success! Ed: I agree with you 100%. Being prepared to have a facts & stats discussion and then having the wisdom to know when to have the discussion and when to skip it is the key to negotiating success!

]]> By: Ed Bodman http://www.theaccidentalnegotiator.com/information-gathering/a-sales-negotiators-friend-just-the-facts-mam/comment-page-1#comment-668 Ed Bodman Thu, 27 Aug 2009 04:56:26 +0000 http://www.theaccidentalnegotiator.com/?p=412#comment-668 From a sales perspective, if we are negotiating with a analytical/thinker type personality we better have facts,statistics, etc. with us. For this type of negotiation "evidence defeats doubt" will help win the business. Sometimes taking a stack of "research" with you into a meeting will put the buyer at ease knowing you are of like thinking processes. Some times the binder stays in your briefcase From a sales perspective, if we are negotiating with a analytical/thinker type personality we better have facts,statistics, etc. with us. For this type of negotiation “evidence defeats doubt” will help win the business. Sometimes taking a stack of “research” with you into a meeting will put the buyer at ease knowing you are of like thinking processes. Some times the binder stays in your briefcase

]]> By: Dr. Jim Anderson http://www.theaccidentalnegotiator.com/information-gathering/a-sales-negotiators-friend-just-the-facts-mam/comment-page-1#comment-500 Dr. Jim Anderson Thu, 19 Mar 2009 12:31:17 +0000 http://www.theaccidentalnegotiator.com/?p=412#comment-500 Giuseppe: Very good point. Sales negotiation is all about having good discussions with your customer. If the customer presents you with lots of numbers, then all of a sudden you have more things to talk about with them! Thanks for your insights...! Giuseppe: Very good point. Sales negotiation is all about having good discussions with your customer. If the customer presents you with lots of numbers, then all of a sudden you have more things to talk about with them! Thanks for your insights…!

]]> By: Giuseppe Faenza http://www.theaccidentalnegotiator.com/information-gathering/a-sales-negotiators-friend-just-the-facts-mam/comment-page-1#comment-499 Giuseppe Faenza Wed, 18 Mar 2009 07:45:38 +0000 http://www.theaccidentalnegotiator.com/?p=412#comment-499 Usually when a sales man use a large amount of numbers to sustain a thesis (which is "why are you buying less then last year?", "you should buy more because...", "did you move the share to another supplier?") , I face the thing as follow: I'm well prepared because I have a controlling experience, so I know numbers can have different means, depends on the direction and the background you consider, numbers are always to be interpreted. So the weapon the sales man use is for me a letal weapon against himself 10 times ratio leverage! Take care Usually when a sales man use a large amount of numbers to sustain a thesis (which is “why are you buying less then last year?”, “you should buy more because…”, “did you move the share to another supplier?”) , I face the thing as follow: I’m well prepared because I have a controlling experience, so I know numbers can have different means, depends on the direction and the background you consider, numbers are always to be interpreted. So the weapon the sales man use is for me a letal weapon against himself 10 times ratio leverage!

Take care

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