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Negotiation Checklist

Here's a partial list of what you need to know before you enter negotiations.
  • What are the prospect's apparent needs?
  • Do any underlying needs exist?
  • What are the alternatives to your proposal?
  • What are the advantages/disadvantages of the alternatives?
  • How do your competitors fit into the alternatives?
  • What is the prospect's financial position?
  • How big a factor is the price?
  • How strongly are they committed to the proposed idea?
  • Are there other decision-influencers?
  • What deadlines are they facing?
  • Are they negotiating win-win or win-lose?

Excerpted from Creative Selling: Boost your B2B salesExcerpted from Creative Selling: Boost your B2B sales