4.3: Sales Negotiations
Read this section to learn how to successfully close a sale. Successful closings start at the beginning. You will see many of the concepts you have been reading about in this course come to life. For example, a successful close is based on preparing to meet the opportunities. The analogy used in this article is that the selling process is like building a house: if the foundation is poured right, everything else will come together. You may find that the steps to closing a complex sale ($100,000 and higher), discover, diagnose, design, and deliver, are similar to the negotiating phases you read about earlier. Answer the questions at the end of the section.
This section describes social psychologist Robert Cialdini's six principles of persuasion. While there may not be a definitively correct answer to what is the best way to persuade your listener, these principles are powerful and effective.