How to negotiate a deal within 30 minutes?
Here's the SECRET acroynm to help you out: "APPCOM"
But what does APPCOM stand for?
APPCOM:
• A = Approval
• P = Purpose
• P = Probing
• C = Consulting
• O = Overcoming Objection
• M = Motivating to Close
1. Approval: Obtain the other party's approval to proceed with the conversation.
2. Purpose: State your intention, the benefit and the desired action at the end of conversation.
3. Probing: Use fact-finding, problem, cause & effect to uncover implicit and explicit needs.
4. Consulting: Match benefits to explicit needs using "Feature Advantage Benefit"
5. Overcoming Objection: Identify objections and address them using "Feel Felt Found"
6. Motivating to Close: Ask for the next steps in definite terms or gain agreement to move to next key event.