Gordon Veniard Subscribe to Gordon's articles (Visit Gordon's Website) GORDON VENIARD thanks you for your interest in these articles He has been delivering training events - and creating and providing valuable development materials - for more than 20 years Gordon covers a wide range of business communication, promotion, sales, negotiation, customer service, leadership and management subjects. He has worked with major companies and organisations; spoken at many conferences and seminars - always adding good humor to valuable advice To find out more, Gordon would be pleased if you would take a moment to visit his new website: www.thevenworks.com. You can register for his free business tips newsletter; and download some valuable freebies (including a copyable, free-to-use "to-do" list) If you have any queries or questions you would like Gordon to answer, please email: gordon@thevenworks.com Thanks again - please enjoy - and feel free to share - any of these articles which are of use to you and your colleagues Gordon Veniard is a Platinum author on EvanCarmichael.com

Gordon Veniard's Complete List Of Sales Articles Name Email If you enjoyed this article, get Gordon Veniard's Complete List of Sales Articles For FREE! More Gordon Veniard Leadership Key Questions To Ask Saying No Tips To Help Part One Looking for Luck do you work at it Leadership Stepping Up the Ladder Part Two 10 more terrific ways to motivate creative team behaviours Email Communication Tips Part Three Email Communication Tips Part Two Your Customers and How to Deal with Them Part One Teamwork 5 Key Questions Motivation Key Question Two How do you help your people to feel important

....they “simply could never afford that package”?

Their aim might well be to make you feel a bit sorry for them. So, don’t let yourself feel sympathy for this “acting performance”. Understand that it’s often a pre-planned, standard practice to lower your aspirations. Try asking for a time out without offering a reason or response. Then you can come back with another way of making your same proposal!


....they suddenly demand more than you have already agreed?

Again, it’s important to keep your cool in such provocative situations. So, don’t react with either anger or other negative emotions of any kind. Do smile pensively. Then, ask for a time out to consider the matter with “others”. This gives you a chance to respond only after thinking the situation through carefully. Finally, try and find something positive you can do rather than simply to offer a negative response


…if they raise the demand again....

It’s time for a bit of acting on your part (or your reaction might be genuine): suggest sorrowfully that the whole deal might fail in such circumstances. However, don’t appear to be allocating blame – you are showing sadness – not anger or frustration. Also, keep a pleasant, wistful manner throughout. Then, if necessary, take the right to start from scratch in these “changed circumstances”

Negotiation Tactics What To Do If Part Two - To learn more about this author, visit Gordon Veniard's Website.

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