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Buying Techniques

 

Disciplines Buying > Techniques

 

As a buyer you often have a lot of power in getting what you want from the situation. Here are many of the simple techniques that you can use. At the close of the sale, the buyer has an enormous amount of power. If the negotiation has been going well, the salesperson should be drooling and quivering at the thought of closing the deal.

  • Broken record: repeat until they realize you will not budge
  • Cut to the chase: ask for their best offer at the start
  • Show Respect: Be the nice customer.
  • Alternatives: show you know where else you can go
  • The manager: I think I'll have to call in my manager
  • Authority ceiling: I'm only allowed to spend up to X
  • Budget: I've got X left in the budget
  • The triple close (you, sales person and signing)
  • Reversal
  • Quivering quill
  • One more thing
  • Twitchy (appear nuts)
  • I'll be back
  • Open wallet (show them your money)
  • Cash discount
  • Using Policy to Persuade: Is it your policy to...

 

See also

Negotiation tactics, Sales closing techniques, Sales objection-handling, Resisting persuasion

 

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