HA400 : The Class : Presentation : Resistence : Synthesis Question |
To complete this assignment successfully, you should:
This synthesis question asks you to comment on two major areas: (a) What is the nature of "negotiating" and isn't this something that you are already familiar with and (b) some practical tips on improving your communication skills to facilitate "win/win" negotiations.
In the last topic, you learned about the basic steps of a "face-to-face" selling presentation. These are the mechanical steps. You met no buyer resistance in your role-play. However, buyers almost always resist or to better say it, "want clarification as to how your product/service can solve their problems (satisfy their needs). So, see buyer resistance as the buyer showing INTEREST. If they had no interest and didn't want more information, they would simply say NO. Welcome buyer resistance as showing a desire to obtain more information from you.
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