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ASTD
MPI

• Decision-maker:� I know this is obvious, but are you talking directly with the individual(s) that can approve or veto a transaction?� If not, do that first.
  

• Position:� This is the platform consideration.� Position is the entry point of need and bargaining strength for each the buyer and the seller.� What elements specifically of value do you bring as a seller relative to the level of need, competitive availability and urgency of the buyer?
  

• Objective:� Are the positions and desired outcomes of the seller and buyer clearly defined?� Obviously, from your position, ask and determine these buyer points.
  

• Time:� Is time a compressing decision variable for you or the buyer to transact?
  

• Information:� Do you have a complete buying history, service record, competitive proposal loss and personal profile of your buyer?
  

• Elements:� When you have discovered each of the variables in a negotiation, do you separate each one and slow down until each singly is agreed to?� If so, you will protect a higher price in the aggregate.
  

• Service:� Are you aware and have documentation of a buyer's service history or your service reputation in general as a company if this is a first time buyer?
  

• Words:� Can you successfully talk through the elements of the value of your position?
  

• Reponses:� Are you totally prepared to handle the objections that will come your way from the buyer on both the program and the money?
  

• Evidence:� Do you have a varied and compelling number of testimonial letters, statistics and positive surveys to objectively support your value position?� If not, it's all claims.
  

• Goodies: Can you save something to toss in at the last minute as a value-add to clinch the deal and be a "white-hat" guy?
  

• Relationship:� Do you have the all-time best negotiating variable in your favor that exists:� A positive, honest and contributing relationship with the buyer?� Nothing replaces that because you are trusted.

My position with you is plain and simple.� If you can answer the details of these questions before you enter into a negotiation and desired transaction with a buyer, you will close more sales at the right price and be in the best position to generate service for buyers.

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Doug Trenary, a sales and leadership expert and author of the SuccessMind Series of personal development products and programs. He has delivered over 1500 seminars to corporate and association audiences around the world.� Contact him at [email protected]

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