Comments on: Ask The Guest: Getting Them To Say “Yes”

By: Martin Lindeskog

Martin Lindeskog — Fri, 19 Sep 2008 10:47:03 +0000

This is the final step in the negotiating process. From Swedish National Association of Purchasing and Logistics site: “Step 1: Values – ethics. Step 2. Preparation. Step 3. Exchange of information. Step 4. “Opening” / concession. Step 5. Bargain and end of the negotiation.”

You know what a purchaser always get a “yes” from the other part? The seller doesn’t always get the right end of the bargain with a “happy ending,” but the purchaser always could say, I got so far, although we didn’t get the whole way. This is more of psychological dimension of the negotiation game that you should be aware of.

I am interested in participating a follow-up session on this topic and my personal ideas on the trader principle.

By: Arthur Bland

Arthur Bland — Fri, 12 Sep 2008 07:10:36 +0000

My question is: What if he answered you with ‘NO’ and gave you reasons which is very far from your business proposal or presentation?

On the other hand, he gave you his ‘YES’ but later on your discussion there seems to be a misunderstanding between you. How are you going to deal with that and get them with their clear ‘YES’ again?

By: Luz Spielberg

Luz Spielberg — Thu, 11 Sep 2008 07:20:32 +0000

Right Amanda. When can we determine that it is already the end?

By: Amanda

Amanda — Wed, 10 Sep 2008 16:50:15 +0000

After the initial “no”, is it acceptable to continue touching base with them? If so, how long is appropriate to continue contacting your prospect before you finally call it a dead end?

By: Luz Spielberg

Luz Spielberg — Wed, 10 Sep 2008 04:23:57 +0000

Getting Them To Say “Yes”: the way I understand it, it is during the process of negotiation.

My question is: what will you do if even how hard or smart you tried to get your customers to say “Yes” but still they answered you with a “No.” How can you deal with that kindly?