Getting What You Want From that Big Deal
In any large complex sales deal it is inevitable that the customer will try to get you to make concessions. They will try to get you to bring the price down, or they will try to get you to throw in bonuses. What you need to know...
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Archive for March, 2009
How and When to Make Concessions in Sales
Games Customers Play and How to Win Them
Sales negotiations can be a fierce game. Just when you think that you’ve won, you’re customer pulls a new trick out of their sleeve and trumps your hand. In complex sales, this is a constant occurrence. As a sales person the best thing that you can do to keep your negotiations game in top...
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