Unlimited Possibilities

You can always get a better deal if you know how. You never need to settle for less or feel dissatisfied with the result of any negotiation. There is almost always a way that you can get better terms or prices, whether you are buying or selling. Your job is to find that way.


 

If You Want a Better Deal, Ask for it

The word "ask" is the most powerful word in the world of business negotiating. Most people are so paralyzed by the fear of rejection and disapproval that they are afraid to ask for anything out of the ordinary. They just accept what is offered to them and hope for the best. But this is not the case with top negotiators. The top negotiators will quite calmly and confidently ask for any kind of price or term that is remotely within reason. You will be quite astonished at the better deals you will get by simply asking for a lower price if you're buying and asking for a higher price if you're selling.


 

Real Estate Salesmen

One of my seminar graduates is a real estate salesman who buys houses. He works within a specific price range that looks at every home in that price range and comes on the market. His strategy is simple. Whatever the asking price, he offers 50 to 60 percent of that amount in cash, with no conditions. His offers all come with a short time limit. He gets turned down dozens of times. However, about one time in a hundred, he finds a motivated seller, a seller who is eager to sell immediately, and the seller will accept his offer. His secret is simple. He just asks people to sell their houses at far lower prices than anyone else would ever dare.

Surprise and Disappointment

Whatever the suggested price, react with surprise and disappointment. Remember, most people have plucked the price out of the air. They are always asking for more than they expect to get or offering less than they expect to pay. In either case, you should flinch and react with mild shock, no matter what the price or the offer. Appear hurt, as if the person has just said something cruel or unkind that was totally uncalled for. Then ask, "Is that the best you can do?" And remain perfectly silent. Almost every price has a built in cushion of available discount, and very often the salesperson will drop to that price with one painful flinch on your part.


 

Better Somewhere Else

Always imply that you can do better somewhere else. There is nothing that causes a seller's price to drop faster than saying that you can get the same item cheaper from another source. This shakes the self-confidence of the salesperson, who immediately feels that he or she is going to lose the deal and often cuts the price quickly.


 

Action Exercises

Negotiating is a skill that you can master with practice. Take every opportunity you can find to negotiate on smaller items, especially in situations where you don't really care about the outcome. Go to swap meets and garage sales and offer fractions of the asking price. You will be amazed how quickly you become skilled at getting better prices.

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