Posts tagged with: negotiation

Being great or the best often isn’t enough. Having a wonderful product, outstanding back office support, and world-class people sometimes just Having a wonderful product, outstanding back office support, and world-class people sometimes merely readies you for business — it...
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Early in my career, I worked with a salesperson who thought whatever you had to do to make a sale was okay and fair game — as long as it wasn’t illegal.  I witnessed a number of tactics that made me cringe. For...
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All sales opportunities have a meeting with a prospective buyer where the sale is effectively won or lost. Good planning and preparation before this meeting goes a long way to having a productive interaction and wining the sale. Here are...
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For some companies and individuals, the negotiation before the close is long, gut wrenching, and sometime tense.  Lots of people play games at negotiation-time:  one-off requests, take-backs, hidden competition, unknown decision makers, etc. And then there’s the lawyers. If you’re...
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