Aggression | MEDDICC salestraining

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The art of negotiation

Introduction: The art of negotiation

Welcome (0:54)
What is a negotiation? (4:08)

Negotiation step by step

To plan and prepare a negotiation (1:48)
Examine mandate (2:06)
Price and terms of agreement
The give and get list
To take a time-out and keep calm (2:17)
To build your mental strength (4:54)
Body language and tonality (2:06)
The psychological game

Buyer tactics

Danish negotiation (2:16)
Salami negotiation
Create feelings of guilt (1:44)
Aggression (2:31)

Tips and tricks

Get the last chance (1:53)
How to give discount with credibility (1:48)
To manage concerns in the risk phase (6:38)
Get a deal today (2:54)
Negotiate a deal even though the customer’s budget has been reduced (1:54)
Help your sponsor get support for your proposal with the decision makers without meeting them (3:50)
To minimize competition

Examples of bad and good negotiation

A bad negotiation (3:24)
A good negotiation (8:09)
Summary: What is a good negotiation? (3:05)

Final quiz

Quiz

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Aggression

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