Want to know how to gain leverage in any negotiation?
You just got to give a little more.
We think so much in negotiation about what we want that we sometimes don’t think about what we’re able to give. But the things that we give our prospect, based on the reaction of the prospect when they get it, generally reveals leverage. It lets us know what’s important to them, it lets us know what they value, and it lets us know what they might do more for if we’re able to offer it to them in the future.
Take some time and outline all the different things that you could possibly give to a prospect during a sales opportunity and have ’em at the ready so that when deals start to stall, you can offer things to keep people engaged.
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