Sirmon Training & Consulting Group

This course includes study of the following: 1. Basic Negotiating Principles 2. Making Clients Aware of Market Realities 3. Guidelines for Assisting Clients in Negotiating Agents must understand the negotiating process in order to educate their clients. This allows both the agent and the client to affect the outcome of the transaction. When agents and consumers are better informed about the negotiating process, the odds of both the agent and his or her client achieving their goals increase dramatically. When an agent can help a client affect the outcome of a transaction, the agent achieves a negotiating difference over other agents. Most agents do not discuss the negotiating process with prospective clients because they are not confident in their skills as negotiating advisers. The negotiating difference is made up of four components: 1. Knowing the process 2. Having the skill to put this knowledge to work for the client 3. Confidence to use negotiating skills as a point of difference over other agents 4. utilizing a presentation system to highlight the service that the agent provides as a negotiating advisor