Sales Negotiations FAST Framework
Master the art of responding to demands for a concession in a sales negotiation
When asked for a concession in a sales negotiation, think fast (act cool).
When a customer asks you for a concession, the way you respond is central to the whole negotiation.
The FAST framework, developed by Imparta founder Richard Barkey, is a powerful way to respond to any kind of customer demand for a concession.
It’s worth noting that FAST implies that you should think fast, not that you should act that way! In fact, responding slowly to a demand for a concession is usually a good idea.
When you are asked for a concession, on price, or any other aspect of the deal, you should:
- FRAME your original offer as valid, then pause
- ADVANCE options
- SIGNAL your BATNA
- TRACK gives and gets
Download the Fast Framework for full details, and master the art of responding to demands for a concession.
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