How to Negotiate Effectively (Creating Success)

The person who asks questions is:

1. leader at that point (whoever asks the questions is in control);

2. determining the REAL REASONS for buying;

3. automatically treated as knowledgeable - consultative professional (think of examples like doctors and lawyers);

4. perceived to be genuinely interested in me and my problem - not just his or her own ends.

• Only questions will give you the information you need, to match with the right benefits.

• Asking questions will give you information that others don't have - information that will give you an edge.

• The professional asks questions. The amateur gives answers.

• The questions that we ask give us the ability to be motivators rather than manipulators.

• Ask the prospect if you could ask a number of straightforward questions.

• Use silence and pauses.

• Ensure that you have a list of basic questions which you are developing as you go along.