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Buyer TYPES & TACTICS

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  1. Spartan Negotiation
    1 Topic
    1. Spartan Negotiation Introduction Copy
  2. Buyer Types
    4 Topics
    1. Buyer-Negotiator Types
    2. Red Zone, Green Zone, Blue Zone Buyers
    3. Managing Buyer Tactics
    4. Prevention
  3. Hard Negotiator Tactics
    12 Topics
    1. Hard Negotiator Tactics
    2. 1. Price Pinch
    3. 2. Competition
    4. 3. Demands & Delays
    5. 4. Control & Intimidation
    6. 5. Cost Breakdown
    7. 6. Ridiculous Offer
    8. 7. Pretended Anger
    9. 8. Salt & Pepper
    10. 9. Good Guy, Bad Guy
    11. Hard Negotiator: Match That Tactic!
    12. Hard Negotiator: Role-Play
  4. Calculating Buyer Tactics
    12 Topics
    1. Calculating Buyer Tactics
    2. 10. Surprise
    3. 11. The Maze
    4. 12. Trophy Sale
    5. 13. Budget
    6. 14. Selective Memory
    7. 15. Silence
    8. 16. Start Over
    9. 17. Fait Accompli
    10. 18. What If...
    11. Calculating Buyer: Match That Tactic!
    12. Calculating Buyer: Role-Play
  5. Soft Bargainer Tactics
    13 Topics
    1. Soft Bargainer Tactics
    2. 19. Sunshine
    3. 20. Fairness
    4. 21. The Ask
    5. 22. Sympathy
    6. 23. Third Party
    7. 24. Assumptive Assertions
    8. 25. Ambiguous Authority
    9. 26. No John Hancock
    10. 27. Nibbling
    11. Soft Bargainer: Match That Tactic!
    12. Soft Bargainer: Role-Play
    13. Buyer Tactics Review
  6. Spartan Negotiation Review
    1 Topic
    1. Spartan Negotiation Review
Lesson 7 of 6
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Buyer Power Copy

Brooke May 24, 2021
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