So in this chapter Welcome to Chapter number five of understand the modern buy a course this is additional material that I have here to share with you and I hope that you can make good use of it, I have a couple of quick lessons to go through things that you can further explore yourself. And important is to create awareness. And that these are also tools or systems that you can use or the buyers use during their their negotiations. Okay. So you have lesson number one interests and positions. You have the negotiations range, you have tricks, some tricks to be aware of.

We have the cooperative negotiation. We have the porter five competitive forces, the credit metrics, and the levels of perceived value. These are all things that belong to the sales role to the sales roller. So these are all things that are part of the sales rep world and things that you will come across sooner or later. And that can be very useful sometimes to know to be aware of. So let's dig in interests or positions.

This is very important because many, many times, we are humans and humans have emotions. And even if we're not talking about emotional buy or an emotional seller, the fact is that we tend to deadlock in arguments. Remember, you are not in a negotiation to win An argument you are in a negotiation to sell your objective is to sell winning argument or not, it's not your problem. So, focus on interest not in positions. Step away from arguments. Even if you are hundred percent sure that you are right and is wrong, it's useless to fight about it.

Just say you're probably probably right probably there's something that I'm missing, just be blunt and move on. You can nothing by winning an argument. Okay. So this is positions versus interests, read it out. Read it out loud, embedded. Second point is the negotiation range, it's important to be aware of this.

I think we are all somehow at some extent that it's important to visualize it. This is where the buyer is, this is where the seller is. This is their intentions and these are the overlaps and that's the negotiation is in the overlap. That's where you have to aim for that's where we have to target. Okay. Okay, the image is self explanatory, but I think gives you a good view of your role as a sales rep. Building Bridges.

Next one, tricks. Very often, I got feedback from my customers not from the buyer, but from other people, from technical people from quality people, even from the reception. Feedback is always very, very important. The buyer doesn't tell you everything remember that. But if you can have people of course always within within the legal limits and even the, the, the reasonable boundaries. It's very important to know that there are all these channels available to have feedback.

Another important thing is be aware of how you talk to your customers. What what you say. When you tell to your customer say I think probably I can make you a reduction between 20 and 40. He will keep in mind the 40 not the 20 if you tell him I think net next month the prices will go up, probably between 50 and 60. He will bear in mind the 50 not to 60. So he has a very selective memory.

The clear when you talk, try to avoid ambiguity, try to put yourself in trouble. buyers are very intelligent people. I wouldn't say I would say manipulative, not on the wrong way of vets of using language and of using all these kind of circumstances to challenge you. Next one is about the cooperative negotiation. This is the kind of notation that you should aim for. It's about building up something together, you know that they need your products, they use them.

They know that you have them and they have very good quality and, and very good technical support, try to build bridges. The price is analogous, right? Okay. How much do they need? Can you reduce costs at your hand by taking out some features that they don't want to take? Don't need etc etc.

This is about the cooperative negotiation but for this you need to establish very good relationships.