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Domain Discussion
Domain Beginners and Newbies
Negotiating
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<blockquote data-quote="flippawilson" data-source="post: 2255932" data-attributes="member: 322954883"><p>I was thinking the same thing with the revenue portion of the said company.It's like,well, actually it is real estate work.I forgot that system that real estate agents use(MBL?)to find the market price of certain houses.</p><p></p><p>With searching the companies rev, I suppose if a person does not come off stalker"ish", one could weld with great leverage talking about how much the prospect makes in their industry.</p><p></p><p>Price ranges work very well because we tend to have selective memory when we hear figures.</p><p>The classic example is when someone goes to an dealership, the salesman gets to a point where he gives a specific price. When the contract comes around, the half aware customer says "wait a second, you told me$X,xxx for this car".</p><p></p><p>The more experience salesman(or saleswoman)knows to say something like"buyers with this type of lifestyle/need/taste typically purchase cars in the ranges of $X,xxx -$XX,XXX".</p><p></p><p>Phone conversation will always be king over email ones.In person beats all. The possible problem with email prospecting is, you may have 2-3 email(5max maybe) where you can elicit info and get away with not giving a price just yet.</p><p></p><p>But there is always an advantage out there.In person, unless you are sharply proficient at reading people, you will have very little strategy on them(cold approach).</p><p></p><p>But ahh, on the interwebs, while we lack that very much needed intrapersonal communication, we must, must, must do research on our buyers first. I'm very new to this but understand universal principles.</p><p>One veteran once told me KNOW YOUR CUSTOMERS.</p></blockquote><p></p>
[QUOTE="flippawilson, post: 2255932, member: 322954883"] I was thinking the same thing with the revenue portion of the said company.It's like,well, actually it is real estate work.I forgot that system that real estate agents use(MBL?)to find the market price of certain houses. With searching the companies rev, I suppose if a person does not come off stalker"ish", one could weld with great leverage talking about how much the prospect makes in their industry. Price ranges work very well because we tend to have selective memory when we hear figures. The classic example is when someone goes to an dealership, the salesman gets to a point where he gives a specific price. When the contract comes around, the half aware customer says "wait a second, you told me$X,xxx for this car". The more experience salesman(or saleswoman)knows to say something like"buyers with this type of lifestyle/need/taste typically purchase cars in the ranges of $X,xxx -$XX,XXX". Phone conversation will always be king over email ones.In person beats all. The possible problem with email prospecting is, you may have 2-3 email(5max maybe) where you can elicit info and get away with not giving a price just yet. But there is always an advantage out there.In person, unless you are sharply proficient at reading people, you will have very little strategy on them(cold approach). But ahh, on the interwebs, while we lack that very much needed intrapersonal communication, we must, must, must do research on our buyers first. I'm very new to this but understand universal principles. One veteran once told me KNOW YOUR CUSTOMERS. [/QUOTE]
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