Negotiating Tips, Negotiation Strategies, Business Negotiation January 5, 2011

Negotiation: Getting Buyers to Buy and Sellers to Sell

How do you tip the scales in your favor if you are trying to get a buyer to buy or a seller to sell? The answer is very simple: set a deadline. Deadlines work very well to force action.

If you need some prompts, here are some for sellers to use on buyers:

  • The price goes up on [date].
  • This option expires at the end of this month.
  • The offer is only good for 15 days.
  • In order to get delivery on [date], orders must be place four weeks ahead.
  • To ensure availability, orders need to be in by [name your date].
  • If we don’t get your deposit by [date], we can’t hold this item for you.
  • Our container ships on [date].

If you are buyer and you want to get a seller to sell, use some of the tactics below:

  • I am going to place the order on [date].
  • I will not accept any more bids after [date].
  • I need an estimate by tomorrow.
  • Our fiscal year ends on [date] and we need to have our orders in by then.
  • I am going on a three-week vacation starting Friday.
  • The procurement folks are meeting tomorrow—is that a firm price?
  • My boss has to give the final approval and he is will be at a retreat/conference/hospital next week.

According to Dr. Chester L. Karrass: “Some deadlines imposed by buyers are actually good for salespeople because they may make it easier for the salespeople to negotiate with their own management, pricing or engineering people.”

The next time you want to wrap up a sale, use time pressure to your advantage.

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