Why Professional Sales Negotiators Build A House Of Straw
In order to make your next sales negotiation a success, you are going to end up having to make some concessions. Knowing that you’re going to end up having to do this means that you’re going to need to have some strategies up you sleeve relating to how you want to manage your concessions. One time-honored way to make the whole concession 45 Long Colt Ammo for sale. thing work out for you is to use “straw issues” (SWs). Let me explain myself…
What Is A Straw Issue?
A sales negotiation is simply a discussion about a set of issues. The number of issues that are being discussed can play a big role in the eventual outcome of the negotiations. The more issues that you have to discuss, the greater the probability that you’ll be able to reach an agreement with the other side of the table.
This is where SWs come in. SWs are throwaway issues that you put on the table. You really don’t care that much about them; however, you present them to the other side along with your real issues. Their real value to you is in that they have an exchange value.
The beauty of SWs is that the other side won’t be able to tell the difference between your real issues and your SWs. This means that they’ll see your SWs as being just as important as all of the other issues and assume that they need to be solved if a deal is to be reached.
How To Use Straw Issues
Face it – you’re going to end up surrendering your straw issues during the course of a sales negotiation. This shouldn’t be a big deal – that’s why the straw issues are there in the first place.
What you need to understand is what giving up a straw issue is going to do for the negotiations. The other side will feel an immense sense of satisfaction when they “win” on the straw issue. It will be a trophy that the other side will be able to show to their management. Additionally, the negotiator on the other side will feel a sense of relief just because another issue is off of the table now – they are that much closer to reaching a deal.
How A Buyer Should Deal With Straw Issues
Straw issues are a buyer’s best friend. You should make sure that at the start of the negotiations that you ask for more than you really want. This can include such things as the amount of time that you’ll have to pay for what you are buying, increasing your credit limit, changes to the warrantee, etc.