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Archive for the ‘Negotiation’ Category
Jul 19, 2018
Before entering into any negotiation, there must be an understanding that there is a desire for the parties involved to do business with each other. It is the final step before the close. Being able… Read More
Jun 29, 2017
A common challenge to making sales is the process of negotiation. Today’s sales thought is about ways to be a more successful negotiator. Most think that negotiation is all about getting a better price. Although… Read More
May 9, 2013
During a recent seminar I was facilitating, conversation steered itself to the topic of negotiation and whether or not it was a good practise. When do I negotiate and when do I stand firm? Whatever the decision,… Read More
Apr 25, 2013
Today’s thought is a plea to sales people everywhere. Promise yourself that when your prospective customer raises a price objection, you will stop an consider your options before responding. Unlike your knee jerking when the doctor taps the correct… Read More
Nov 29, 2012
It sneaks up on you and left unchecked the result can be like pouring your hard earned money going down the drain. The dreaded scope creep. Changes in scope can be successfully managed. It is not okay when… Read More